What to do when a prospect says - I need to ask my partner

Okay, sweet. Hey, babe, I really want to make a lot of money learning how to sell. Are you cool with that? No. Oh, okay. Hey, guys, what's up? Matt here. And today I got a great video for you. I'm going to take you through all you need to know about how to overcome partner objections. You're sitting there, you know, you have a great product or service, the person's really, really keen for it, they're wanting to move forward, they're ready to go, but you just can't seem to get them out of their own way. And over that partner objection. Today, what I'm going to do is give you some really, really rock solid strategies work for me over my sort of 12 years in sales, selling everything from fitness to high ticket coaching to B2B, whatever it may be. Okay? This is the strategies that me and my team use to close around a couple of hundred thousand dollars a day in sales. All right, guys, so make sure you stay tuned. Make sure you watch all the way to the end. Make sure you, like, subscribe, hit notification bell and subscribe. And. Yeah. So what we have to identify first and foremost is that there are two distinct types of partner objection. Okay? The first one, a logistical partner objection. This is an objection where somebody genuinely cannot or does not have the authority to make the decision without the other party being present, present or giving their blessing. This is a genuine objection. If you come into it and you treat this genuine objection like it's anything but, that you will never make the sale because they would just assume that you are a shitty, pushy salesperson and that is no good for anybody. We don't want to be pushy. We never want to create pressure. We just want to create tension. So the second type of objection is a fear based partner objection. And that's essentially an objection where the person is using their partner as a third party who's not there in order to sort of put their issues onto that person and say, listen, I'm 100% in, but I need to convince my partner. You know, really what they're telling you is that like they need to find time and figure out how to convince themselves either to do this or not to do this. Okay? And so we need to be able to have a clear distinction of what we're dealing with in order to be effective. Now that we know that there are two distinct types of objections, because being logistical in fear, the first thing we must do is we must treat everything like it's logistical. Right? Because we can never go from fear to logistical or we can always go from logistical to fear. Cause if you start beating someone over the head with a mindset that you can't, then go, oh, okay, well, if you do have to just run it by your wife, let's set up the next call. Because you've gone into too much already, right? You've kind of gone down a rabbit hole that's very difficult to escape from. The first thing we're going to talk about is what do we do when we're gonna go through, like, the logistical side of things. Genuine logistical objections are a thing and we need to be respectful of them. The first step is to get on the same side of the table. We wanna get away from handling objections and we wanna start solving problems. Right. Cause handling objections is like two people going at it. But solving problems is like much more collaborative. So the first thing I would ask, okay, that makes sense. And from what I can understand, you wanna make the decision with your partner. If your partner was here, would this, would this be the answer for you? The answer will be yes. Because the way that the entire presentation phase is set up will get them to go that, yes, this is the answer. So I'm just sort of like resolidifying that. So it's an important stage that I can link in a different video and it's called the right way to pitch. So we're assuming that that's been done correctly. Okay. And now we're going to do is we want to get them on the same side of the table. Like. Yeah, yeah. No, I really think that if, you know, my partner is here and she was on board, this would definitely be the answer. Do you mind telling me why? Okay, so I really want them to go into detail as to why this is going to be an effective thing for them. Now the next one is and okay, is your partner supportive of you learning the skills so you can X, Y, Z, which is like inserting the goal. Now, learning the skills would be great for a coaching program if they want to have a, I don't know, like a done for you. Amazon Automation business. You could be like, is your. Is your partner supportive of you starting a business so you can earn more money so you can XYZ for your family? Right. So you're taking it away from doing something like buying a program or service and towards kind of like learning a skill or. Or having the outcome. Is your partner supportive of you having this outcome? Because we want to very quickly take the conversation away from like, do you want to do this or not? Okay. We want to really get them to take the steps required to get their outcome. And if we all agree that the steps required are your product or service, then let's move forward with your product or service. What if your partner doesn't want you to invest in those skills? Like what are you, what are you going to do if you don't learn the skills? Now we're putting the problem on them. Like what are you going to do if your partner doesn't want you to learn the skills required to sell better to have an Amazon business, to lose weight, to know, start a new business, et cetera, et cetera. What are you going to do then? Right now that's going to give you an interesting answer because they're either going to say I'm going to move forward anyway or they're going to say, no, I can't move forward without my partner, especially on it. This is how we operate. That gives you a really good insight and it really sort of, that's where the two things diverge. It's called an open wallet test. So if that person is never going to move forward without the permission of their partner, okay, first of all, shame on you for not doing that earlier. Okay? But second of all, now we know that we're looking for certain levels of commitment. I've got five levels of commitment, alright? So I've got paid in full, number one, and then I've got a payment plan, then I've got deposit, then I've got like a payment detail with a scheduled deposit and a follow up call and then I've got a commitment to change with a follow up. I know that I'm probably not going to get these two because they can't make the decision, but I can get one of these three and I'm going for the deposit. That's how I'm going to take that because I know immediately this is a genuine logistical objection. Okay? So now I'm going to treat it as such. I'm not going to go and beat this person over the head with a mindset bat. Now we can do a little bit more investigating on that and maybe it comes up that it is or that it isn't, but you know, generally speaking, the open world, this is a pretty, pretty good measure of that. Now if it comes up where they say, well no, I'm going to move forward no matter what, like this is more just a courtesy thing. Okay? Now it's like, well, why are we even having this conversation? It doesn't really make much sense to me. So it's, it Goes away from being a logistical objection because it's not logical. Like if you don't need permission to move forward, but you're waiting for your partner's okay to move forward, it's kind of strange, right? And so what we're gonna do then is go, okay, well like what do you, what do you think your partner, if anything, would be most apprehensive about you doing this? Right. And that's kind of going to give you an insight into what their biggest or real objection is because they're now allowed to use their partner as like a shroud for their vulnerability. Right. So you'll, you'll get a lot of answers after that question. Like, well, I've tried things like this before and I'm, I'm just, I'm afraid that my partner won't think that I'm actually going to do it this time. It's like, oh, that's the problem, you don't believe in yourself. Okay, now I know that now I can take that person through and I can help them talk that out with themselves from here. If they give us that yes, I'm going to move forward, then we're going to go through and ask for the sale. Now we know that it's most likely going to be a fear based objection because we've kind of tied off the actual like logistical fairly well. Well. And we know that it's probably just a smoke screen. So now we can take them through some perspective reframes and there's a few other things that we can do which is going to take a little bit more time to explain than what I want to do in like a 10 minute video. So in part two of this video I'm going to say I'm going to teach you. Okay, now that we know it's a fear based partner, what do we do now? Because I think in this video we sort of taught how to tie up the logistical side of things if there's a genuine logistical partner objection. That's what we're trying to do. Now we're in the realm of like, this is a little bit different. I really appreciate you guys watching all the way to the end. If you did like the content today, make sure you slap, like, make sure you subscribe, hit the notification bell, all that kind of good stuff. I'm going to link my objection handling matrix in the description which is basically a step by step detailed my formulaic process of how I actually handle these objections. It's got partner, think about it, time, money, stuff like that. And it goes through logistical and fear and has some, has some flowcharts and some scripting in there as well. So if you want that, you can grab it. If you want to role play with us, then head over to my Facebook group. It's called the closing code. You can check it out. We go live six days a week. All right, guys, thank you for watching. Staying all the way to the end. I appreciate you and have a great day. It.