Short conversational transcript (YouTube video) in which two speakers troubleshoot a sales call where a prospect deferred decision by saying he needed to consult his wife. The advisors recommend not pitching price when the call is about to end, asking who holds responsibility for decisions, securing a calendar commitment for a follow-up, and using internal training materials for handling the "wife" objection.
Hey, man. So my sales call yesterday gave me the wife. Objection. Like, he just said he had to go talk to his wife yesterday. What do I do?
So did you already pitch the price at the end of the call?
Yeah, yeah, we went through the whole sales process.
Okay, what did you say at the end?
Well, so he kind of had to rush off the call a little bit. He said he had to go to dinner with his kids.
Did you. Objection. Handle at all or did you schedule another call or where did you go from there?
I tried to, but he said he would just reach out to me in the morning, but you know how that goes.
Okay, well, number one, if you feel like you're running out of time, I wouldn't pitch the price. If you haven't done that already. I try to reserve it for another call. And then you can. You can actually have time to pitch the price and then go through the objections. The problem is, is when you pitch the price and they just leave. Right. Once you pitch that price, all of your leverage leaves the conversation. That's the problem. Number two, what I would have done since, you know, if you pitch the price and the wife came up, I would, number one, be like, whose responsibility is it? And try to put like, go the responsibility route, where you're like, hey, whose responsibility is it to grow the business? Is she the one who's involved? And then you go down that path. If that still doesn't work, what I would then do is. And for wife. Objection. For the longer version of that, go into the portal inside your training and go through the wife. Objection. I have, like three or four videos on it. And then outside of that, I would always get a calendar commitment at the end of the call. Even if he's like, I'll just get back to you. I never take that because then you are chasing them at the end of the call. Does that make sense?
Yeah. So it sounds like I just need to watch the clock a little more.
Exactly. So understand, like, if you know you're coming up to a hard stop, schedule that next meeting at the end so you have another commitment from him. So what I would do now is reach out and be like, hey, had a couple other things to go through with you. Why don't we set up a call tomorrow? What time works, get the calendar commitment and then get on the call and be ready for the objection from there. Does that make sense?
Yep, sounds good. Reach out to him.
Perfect. Go crush it.
