Skills · by @tonyjeary

Objections Matrix

A strategic preparation tool that arms sales professionals with pre-planned responses to the most common objections they'll face. By mapping out your top objections and clarifying who responds and how, you eliminate hesitation and maintain momentum in sales conversations—transforming potential deal-killers into opportunities to build trust.

What this skill walks you through

1. Overview
2. Components / Steps
3. Identify the Major Objections: List the 5-7 most common objections you encounter in your sales process (e.g., price concerns, timing issues,
4. Determine Response Ownership: For each objection, clarify WHO will respond—is it the sales rep, a technical expert, a manager, or a team eff
5. Craft Strategic Responses: Develop what you're going to say for each objection—specific language, stories, data points, or examples that add
6. Organize in Matrix Format: Create a visual reference tool (physical or digital) that maps objections to responders and responses
7. Review and Update Regularly: As your offering evolves and new objections emerge, keep the matrix current
8. How to Apply

Sourced from 14. RESULTS Faster! Sales - Part Two by Tony Jeary.

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