Abu Lahya breaks down how to handle the "I need to talk to my wife" objection in sales. Spot personal cues early, ask qualifying questions upfront, then reframe the objection as fear rather than permission-seeking. The real work is uncovering what they're actually worried about.
If someone tells you, like, mid-sales call or whatever, they're like, okay, let me go talk to my wife about making the decision. What would you say after that?
I would have brought that up earlier in the conversation without them bringing it up. I would never wait until an objection comes. Based on you, if I'm speaking to you and you're 25, and as we start to meet each other, you tell me, oh, I'm newly married, I just moved into Dallas. I'm making a mental note for myself that you're newly married, which means you probably have to speak to your wife before making a decision. I'll bring that up before you even speak about it. I'll be like, okay, interesting. So you're interested in our new program, whatever it may be. What have you seen about it so far? Interesting. Great. It seems like you're prequalified for it. And before we move forward, I just have a question. If everything works out, would there be anything preventing you from moving forward today? Would you have to speak with someone else? And then you raise it. And if you don't raise it, I'm saying, are you sure the wife is on board? Would your wife support you with it? Yes, she supports me. That's handled. Then after that, if you tell me I need to speak to my wife, I know that it's a fear objection. It's not that you actually need to speak to her because you said you could do it without it. Then I'm going to say, okay, well, remember 20 minutes ago you mentioned to me you could move forward if it made sense, even without speaking to her, right? Right. And that's a fact. I'm not arguing. Yes. So based on that, You can clearly see that, sure, you want to speak to her, you probably have a valid reason, but that's not because you need permission. That's probably because you're doubting something, because you're afraid of something. And then I bring the actual objection. So what are you afraid of? And then you go into it.
So bring the problem up before they bring it to you.
It's called pre-handling objections. That's the thing. If you handle them by yourself bringing it up, it's extremely easy to solve. If they bring it up, then it's an argument. If you say, I want to speak to my wife, and I say no, how are you going to feel? It's like, what are you talking about?
