A sales trainer breaks down how to handle the objection when a prospect says they need their partner's approval. He covers the emotional drivers behind the hesitation and specific tactics to move past it without losing the deal.
So what is a partner objection? A partner objection is a money objection, which is an appeal to a third party authority which isn't there, so that they can use that as a deflection. Now, sometimes they do have to tell their partner, which is fine. So. But essentially it still breaks down to a money objection because they have to ask permission from their partner to spend the money. There's a couple of ways that we can attack this, but the first thing is, first thing that we do with every single objection is we try and figure out if it's logistical, if it's fear, if it's a smokescreen. So the way that we do that is by getting on the same side of the table. So, so step one, like, okay, from what I can understand, you want to run this by your partner, which I think is a good idea. If your partner was here right now and they were saying yes, would this be the answer for you? Do you mind telling me why, though? Okay, that makes sense. I guess, like with what we've kind of gone through, like, what is it that you feel like, you know, you and your partner would find the most amount benefit of doing this program? Okay, okay, that makes sense. Now. So like, how do you think your partner feels about you learning the skills? So you can insert emotional driver here. Like, how do you think your partner feels about that? And then they're probably going to say, oh, no, my partner is really, really supportive and be like, okay, so let me ask you a question, dude. What happens if your partner doesn't want you to move forward and see with learning these skills, what happens then? And then a lot of the time you're going to get either. I'm going to do it anyway. Well, I'm not going to do it. And so that's two different scenarios. So if they're going to do it anyway, then I would ask them, well, like, why do you say that? Well, because I really need it. You know, this, this and this. And be like, okay, so well, if you're going to do it anyway, I guess, like, how do we present this in the best way where your partner is going to be on board? Because we want to make sure that they're on board. Right. It's just easier for everybody. Yeah. O cool. And then get them to present and then coach them through it and then take a deposit or just hit the credit card details and be like, okay, cool, man. So from here, this is what we usually do. In this scenario, we go ahead and take your credit card details. We schedule the payment for 24 hours time, and then we can convince you. Onboarding, that's really just like an emotional commitment, that you're finding a way to move forward and that, you know, you can go to your partner and say that, you know, you are committed to this process, but you've respected them enough to where they can pull out if they want to, but this is something you really want to move forward with.
