hey guys matt here from sales sniper and what i'm going to talk to you about today is part of the objection handling matrix so just to recap the objection handling matrix is a graph okay where we have the three categories of objections being uh smokescreen logistical and fear and then on the y-axis we have think about it partner and money so what i'm going to go through is kind of each block and then we're going to have a specific way of handling each okay so the first thing that we'll do is we're going to talk
about a logistical money objection so what it what is a logistical money objection it's an objection where the person wants to do it but there is a like logistical moving savings in a checking account type scenario where they have to move money around or there is something that they have to do logistically in order to make that happen so how do you actually combat that how do you get over it how do you get the highest level commitment how do you actually confirm that it is a logistical money objection so step one is getting on
the same side of the table and reaffirming their want and need to do the program but it's simply just logistics that's stopping them from moving forward right now so how do we do that so we go okay so from what i can understand money might be the issue right now um but but if you did have the funds available would this be the answer for you okay and then you make them answer and you ask for detail go okay well that makes sense do you mind telling me why like what is it specifically about what
i've kind of gone through today that you think will be of most benefit to you and make make them go into detail and try to maybe clarify and probe exactly what that looks like then you go okay well that makes sense um this is where we would then pitch either a payment plan if you've only pitched the paid in full or you'd pitch a deposit or some small way of moving forward go okay man so um so because now we're on the same side of the table now what we've done is establish the fact they
want to do it if they had the money right now that that like that they would pull the trigger so you go okay well so from here i suppose like what are some ways that you think that we can sort of come up with that um you'd be able to find the fundings that you can learn xyz skills so that you can insert emotional driver here like what are some ways we can do that and then make them think about it maybe make them come up with one of two ways prompt them well you know
if i was able to offer you a a a payment plan would that would that be of help to you okay would you want to kind of want me to take you through exactly how the payment plans work okay i can do that okay so what we can do is this this and this um now usually people proceed with like a three or four pay um what's sort of the most appropriate way that you think would be the the the most reasonable for you okay the foreplay okay then that makes sense i can do that
for you okay so it's sort of it's just kind of taking them through the process where they're thinking about it like we get them on the same side we reinvigorate their want and their need for specifics about the program we make them think about a few options and then we prompt them when we coach them into a payment plan now if the payment plan doesn't work then we can do a deposit if the deposit doesn't work we can do like a credit card number which is a placeholder not as like a scarcity tactic it's like
an emotional commitment and i'm very clear in that and then we can help them through funding options and so that's when it's always important to have a funding option or some way they can use other people's money so opm okay so that is how i deal with a logistical money objection
