This is a short transcript excerpt from a Lori Harder YouTube video on overcoming common sales objections when closing. The speakers identify two frequent objections — "I can't afford it" and "I need to talk to my partner" — and offer a concrete script to reframe the partner-approval objection by confirming the partner already knows the problem and positioning the buyer as empowered for making the decision.
What are the most popular objections that people hear when they go to close, and how do you overcome them?
Most people get the objection like, I can't afford it or have to talk to my partner. Like, those are two of the biggest ones. One of the best things you can say when I have someone who said, I talk to my partner is, is your husband or wife aware of what the struggle is? Yes, he's super aware of it. He knows that I'm crying in my closet. I want to lose the belly fat. I'm in perimenopause, I can't grow my business, whatever it is. And then you say, do you think he wouldn't be supportive of you making a decision and taking action? Wouldn't it feel good to go to him and tell him that you found a solution and you're going to stop complaining versus going back and asking for more permission and being in the same rabbit hole? You heard it here first. Is your partner an unsupportive yes.
Well, are you or are you going to let me buy that Bronco?
Oh, yeah.
You want an empowered husband that made a empowering decision on his own.
I can't. I can't feed in. I can't feed into this.
Because you're trapped. Because you're trapped.
