Salespeople lose deals by believing their prospect's objections. When you accept "I need to talk to my spouse" or "I need to think it over" as real reasons to wait, you've already lost. Break that internal alignment and keep control of the conversation.
How many sales do you lose to the "I need to talk to my spouse" objection? All of them. You lose most of them, don't you? Do you know why? Because you buy into their story. And so when you get that objection, you have no choice to buy into their story because you believe that story yourself. It's not congruent. What about "think it over"? How many of you say to most salespeople, "I really need to think this over. Sounds good, really need to think it over." How many of you get that same objection? And how many of you have a harder time overcoming it? You are the objection you give. You buy into their story because you believe it yourself. So it's hard for you.
