A CEO critiques a sales pitch where the student tries to solve a time objection by suggesting the prospect delegate tasks. Matt Ryder explains that time objections mask deeper emotional concerns. Real objection handling means asking probing questions to uncover what's actually blocking the deal, not just answering the surface complaint.
I can't do this right now. It's just a time thing for you, man. While you're getting the business of sorts, have the team start building all these things out. So by the time— I think the problem that you've done here is that you've tried to dissuade an emotional argument with a logical argument.
You've started off with like, well, this is just a logistical time objection. There is no such thing as a logistical time objection. What you want to do is find out the core of what's going on. Like, has time been a factor in the past? Yes, it has. Will time continue to be a factor in the future? Yes, it will. If your business gets more successful, will this ever happen? No. And if your business gets less successful, will this ever happen? No. Well, then you're in kind of a pickle. You're damned if you do and you're damned if you don't. If not doing this is the best thing for you, that's fine. I'm on board. So when you're objection handling, dealing with what they're saying is not super important. Dealing with the underlying idea of what they're saying espouses is where you get good.
