Matt Ryder explains how to tell when a prospect's objections are really fear, not logic. Once you've addressed need, desire, feasibility, and urgency, any remaining resistance is emotional. Stop the sales pitch and speak to what they're actually afraid of.
fear-based objection handling and how you know when to do it and then what to do when you're there. Only when you get to the point where all logic is out the window— I need it, I want it, I know it's going to work, I can afford it, I have to do it, I can't— that's what you're looking for. Then you're going to transition into a different type of objection handling. We're removing the transaction from it and like get buying, that we need to look at things in a different way. If I'm at a penthouse, I'm taking in more information than if I'm at the ground floor. So my decision-making when it comes to mapping out where I want to go would be significantly better, right? When you're making that transition, make sure that you've tied off all the logical, that you're not trying to get there too quickly because you think the person has a bad mindset. We just had to get on that fucking train and we're good to go.
