Oct 10 • Sales
Objections: I need to talk to my spouse
This is the #1 sales objection I see across industries. The person in front of you defers their decision making powers to someone not in the room.
Why would they do that?
They don’t feel overwhelmed by the value, so they worry they are making a bad choice.
So instead, they deflect to the need of a cheerleader. Does that cheerleader have all of the information? No. They weren’t there for your presentation. They won’t see the value, so it will turn into a price decision or brand recognition decision.
If you find yourself having this objection frequently, it’s not them, it’s YOU. You are failing to build the value before the pitch.
I’ll make a separate post on this.
Let’s work on the objection itself.
Method 1: Bring the power back
Why are they the chosen one to be at the home during your inspection? Because they are the one who spends the money. They are the caretaker of the home. They deal with these things. Or the other spouse can’t be there so they have delegated. All of these reasons are the reasons why they ARE the decision maker. Re-empower them to make that decision.
**Word track: “Ohh I get it. Well I don’t wanna leave you in a bad spot. I couldn’t expect you to repeat everything I just went through for your spouse. So let’s just make sure you can answer their questions. What questions do you think they will have? … (it always boils down to price and reputation, if it’s anything else - you didn’t do a good job in the education portion before the pitch) … Ok so it’s just the money?
And if you’re not jumping on board right this second it’s probably because it’s higher than you were either expecting or hoping to pay am I right?
Check the boxes close:
Perfect now we’re getting somewhere. Look I’ve done this thousands of times and the most common thing that people are looking for are:
-A thorough inspection
-An expert that can 100% solve their problem
-A mom and Pop shop because you’re spending your money locally and you get better customer service
-A place with a human that answers the phone
-And great online reviews, lots of ‘em, so you can see that our customers have had success and that we are not overpriced.
Does that sound like what you’re looking for?
So if we fit, all of those boxes were the perfect company for you?
Would you also agree that if we fit every single box we’re not gonna be the cheapest company out there?
Great! Let’s see if we’re a match. How did I do on the inspection? Was I thorough?
Are you confident in my solution?
My company has (this many) employees and we take diligent notes about every client at home so you don’t have to catch us up to speed every time you meet with us. That’s the Mom and Pop feel.
When you call our phone number, you’re gonna get a real human answering the phone. You like that one right?
And here are my online reviews (show) is that the kind of reputation you’re looking for?
So how do I match up with your expectations?
So this is the easy part… I’m gonna knock off 50 bucks to save me the drive time from coming back to do it later and you get to tell your spouse that you worked me for a deal and we both get to look good. You cool with that?
Method 2: The High Power Executive
Everyone wants to be a hero for their spouse. Swap out “Save the day” with “Save their _________” and you can stick in any valuable resource. Time, money, emotions, stress, whatever. And there’s a new level of value THEY can add to the sale.
**Word track: “That’s not a problem. Do you feel like I gave you enough information that make a decision?
…yes…
Great. You know, I do a ton of work for high powered executives and the one thing I’ve noticed that they do differently than the rest of us, is the make decisions right then and there and they move on and use their time wisely. When they have enough information to make a decision they decide yes or no and move on. They also have criteria they look for so they know when the answer is right in front of them. Do you have some criteria you are looking for in solving your Pest issue?”
(Their criteria will be very bland so add in more that you know you can match up to, it helps them to see that they want better and their price expectations may not match their criteria)
(Then go through and check the boxes)
Method 3: Who’s job is it?
This method is built around the job itself. There is a job that needs to be done. Handling this pest issue. And the person that is gonna be doing all the research, sit through inspections, and listening to the sales pitches IS the decision maker. There’s a disconnect if they are trying to bring in someone that didn’t get all the education and listen to the sales pitches because they won’t really know all the value. So this close is built around setting the stage for what they’re doing by redirecting the scenario to someone else who just went through the same thing and came to a successful outcome.
**Word track: “Oh so he/she left you to handle it, and then you’ll tell him/her everything you learned and make the decision together?
…yes…
Got it. I just got some feedback from one of my customers that was in this same situation. She was feeling a little tense because she was worried she wouldn’t be able to repeat everything I had told her to her husband. And she admitted that she really just wanted his feedback because she wasn’t comfortable making the decision because this was something new. But at the end of the day, her husband was relieved that she handled the decision 100% and had confidence in her choice because he didn’t have to go back through the details she remembered and try to piece together a decision based on that. And she felt he could rely on her to handle things, which felt like a big part on the back. If you’re feeling like that even a little bit, I could do what I didn’t for her… you wanna see if we could work something out?
…what did you do?…
I can look up a time that is most convenient for US to do your service and if we can save some drive time, and fill a spot that makes sense for us, I’ll add a free (high profit low cost bonus here). We charge $_____ for it and you can tell your husband you worked me for a deal. Sound fair?”
Good luck and close those sales!!
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Objections: I need to talk to my spouse
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