The “I need to talk to my spouse” is right up there with “I need to pray on this” on the list of tough objections sales people and technicians face in the field.
This is such a tough objection, because to the salesperson feels like the client has retreated back to a sacred ground. It’s like the client is saying to you, “Don’t you dare go there. You know you are not supposed to cross this line.” Or, at least that is how you hear it.
4 keys to winning with the “I need to talk to my spouse” sales objection
#1 – The Stable Personality will use this objection when they feel threatened.
In the study of the 4 DISC Profiles, results have shown that the “spouse” objection often isn’t even an objection. It’s a “smokescreen”.
A smokescreen is a “little white lie.” It covers the truth.
You must know this, because +45% of the population falls into a High Stability personality. With those odds, you must master handling this objection. TRAINING – FIND OUT MORE HERE
#2 – This statement may not be an objection, but a real condition that will prevent the sale.
There are times when your client may not have the power to make the decision without their significant other involved in the process. So, the best option here is to determine the situation and address it before it becomes an issue.
#3 – When to you address the “I need to talk to my spouse” objection?
You should address the objection Before It Occurs!
Use your observation skills and common sense on this one.
If you observe that the client is a High S personality, and is constantly bringing up her spouse, that means 2 things:
- She has not reached a comfort level with you. Work on relationship!
- You are probably going to hear the “I need to talk to my spouse” objection.
When this happens, you must use your experience and training to determine if this will be an opportunity that will require both of them present.
[callout]For good measure know this rule: When repairs exceed single spouse approval, you need the involvement of the other spouse.[/callout]
#4 – How do you address the “I need to talk to my spouse” objection?
Your goal is to determine if you are dealing with a “smokescreen” or a real objection / condition. With a smokescreen, we need to isolate the truth. With an objection, or condition, we need to take the appropriate objection handling steps. Let’s take a look at the scripts below:
Discover if this is a smokescreen
Client: “I need to talk to my spouse.”
Tech: “That makes a lot of sense Betty. Do you think he will have some questions about what we covered today?”
Client: “Yes I do.”
Tech: “What type of questions do you think that John will ask?”
Client: “He’ll probably ask about the price.”
Tech: “Well, that’s an easy one to answer. Do you think he will ask about the technical side of the installation process?”
Client: “I don’t think so. Probably not, he is more concerned about price.”
Tech: “Oh. Well what do you think he will say about that price?”
Client: “It’s too high.”
Tech: “I bet that is exactly what he’ll say. Betty, what do you say about the price?”
This is the test that determines if you dealing with a smokescreen or an objection.
Client : “Well, Uhm. This is a little ackward. Uh, I think the price is a little high.”
You have just discovered that the husband is probably not the issue. It’s the client’s perception of your value and price. What you need to do now is continue in addressing the objection. Refer to Overcoming the “I can’t afford that” objection to address how to handle this situation. LEARN MORE HERE – Overcoming the “I can’t afford that!” sales objection
Objection or Condition Response:
If she says “I think it is perfectly fine,” then you a dealing with a sales objection or condition. You have 2 choices here:
- Get the husband involved over the phone.
- Set ann appointment to come back and visit with them together.
You will have to make the best call here. I understand that whether you are on a big sales lead, or a low service call opportunity can weigh heavily into the right decision.
Let’s take a look at how to set a new appointment with the the spouse.
Tech: “Betty, let’s make sure John gets the full picture, because I reviewed a lot of information today and I understand that it is a lot to consider. I can come back this afternoon and review these options with the both of you at the same time? Will you take a look at your calendar. 6 works for me, would that work for both of you?”
The Big 5 Sales Objections
Here are the links to each post in this 5 part series:
- Is it a lie? The “I want to think about it” sales objection
Putting These Skills To Use
Did you know that the absolute best way to learn is to practice a new technique in the presence of experts that can give you instant feedback? When you practice in the presence of experts, you get the following benefits:
- Clear direction and instruction.
- Confidence from practice.
- Instant feedback.
- Training that comes alive in the moments you need it most – the field.
If you are interested in these benefits and more, then attend out next PRESS PLAY Training Series for Sales or Techs. FIND OUT MORE HERE.
Download this Free Infographic to help you identify DISC Profiles.
The 4 DISC Personalities
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