Christian Polk walks through handling the "I need to talk to my spouse" objection in sales. The four-step method: agree with them, ask probing questions about what they've already discussed, uncover the real objection hiding underneath, then address it directly. Most of the time it's actually about cost, ROI, or timing.
Chapters
No, I really want to do it. I just need to talk to my wife first. I'm going to give you the one tip you need in order to close this sorry beta husband. If there's one thing you're not doing is you're not scheduling up a follow-up call because you're not getting paid to talk to people for free. You're closing the deal on the spot.
And this is exactly what you need to say in order to do it.
And this is assuming the man's the decision maker and he's just being a little bitch. Number 1, agree with him. Put yourself on the same side. I totally agree. I love that you and your wife talk to each other. I would be the exact same with me and my husband. Number 2, get deeper and ask a couple questions. Have you guys ever talked about some something like this before? Does she even know you're on this call? Do you think she'll think about you reaching XYZ goal? Now that you've gathered info, step number 3: answer the objection. The way you actually answer this objection is by knowing that this spouse objection is mostly a smokescreen 99% of the time, but it's because this client has a real true objection that he knows his spouse is going to have. Think about it like this: he doesn't need to talk to his wife just to talk to his wife. He needs to talk to his wife because it's expensive, or he needs to talk to his wife because he doesn't think that it's going to work and he's going to get an ROI.
Overall, that's absolutely true. Partner objections are smokescreen objections. Now, I think with what she does, she kind of like, oh no, I totally understand, I'll do the same thing. What you can do in objection handling is you can over-justify their objection. I never want to do that. I'm just going to be neutral. So what you're going to do is just flush out what the real objection is. It's okay, not an issue. Just so I can send you the most relevant information, what's that conversation with her mostly going to be about, just to see if I can help? Just say that, and they'll say it's either time, money, or value. You handle whatever concern it actually is, and half the time the partner objection will go away entirely. If the partner objection doesn't go away entirely, then you actually handle the partner objection, ideally with the responsibility, like whose responsibility is it? And then you can tie it up all together. But overall, not bad sales advice. I just, I, I can't listen to a woman who calls men betas.
