Two of my clients this week came to me asking how to deal with potential clients who say “I need to run this by my spouse.” At which point, the sale is dead.
How do you deal with this?
Step One: Find out who is making the buying decision
Ideally when you set up a consult call, you want to make sure the person who is making the buying decision is there.
In some cases, it just isn’t possible. For example, a spouse may not feel the need to be there if they are getting a quote for patio furniture. Or if you are selling to a business owner, some of them consult their spouse (even though it is not their spouse’s business) as it impacts the family’s income.
So what do you do?
Step Two: Ask questions relevant to the influencers
We always hear that you need to ask questions to find out the problem and solution. In this case, you need to also find out what is important to the person making the buying decision.
Go deep to discover the emotional reasons behind it for both parties. Often people say they want something but on a deeper level, they actually want something else.
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For example, if you are selling patio furniture, find out HOW they are going to use that furniture. How does it make them feel to be able to have their late night chats, meditation circles or playtime with the family?
If you are selling a business solution, ask questions about the family goals as well as about the business so you can show how this solution will also contribute to the family unit.
Step Three: What to say to “I need to run this by my spouse”
This is easy. You respond with “If you didn’t need to run this by your spouse, would you say yes?”
If they hesitate, then you know that they are using that as an excuse. At which point you can dig deeper into their objections.
If they say yes, then…
Step Four: Teach your prospect how to ‘sell’ it to their spouse
Yup, you heard me. Take the time to strategize with your prospect on how they can present your solution to their spouse. You already know what their desires are because you discovered those in step 2. Now you need to arm your prospect with the languaging to get their spouse on board.
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