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Objection Handling Techniques You Must Do First

When it comes to objection handling on your sales calls, you have to be prepared in advance for the spousal objection.

This usually comes up at the end of most sales calls. Over the years, I’ve discovered the 1 thing you must do at the start of the call to prevent it from ever coming up in the first place.

Handling the Spousal Objection Video Training:

Understanding The Spousal Objection

building rapport in salesSo now you have more sales calls scheduled in your business.

They could be coming in through Facebook ads or an effective content multiplication strategy.

On these calls, you must prepare for all types of objections.

There’s one very specific type of objection that usually comes up at the very end of a sales call.

The prospect isn’t sure if your product or service is really going to help them.

There’s something that you didn’t do right in the beginning of the call. And they’re just not sure yet.

So they put up what we call the spousal objection.

They might say something like “I’m just going to talk about it with my wife or my husband, and we just want to think about it”.

You just spent an hour on the call with them and they might come back with the bad news…

“I really liked the service, but I don’t make any decisions without my wife, can I get back to you in the future?”

The Right Approach to Objection Handling

Handling ObjectionsNow, basically, this is just a stall technique.

For instance, it’s not necessarily a no, they’re simply not sure.

You haven’t communicated with them that – Yes, they need to take action. Now.

It’s a fake objection.

Now, most people will say “Okay, here’s some classic ways of solving it”.

But it sounds kind of canned when you say it. You validate the objection.

What you might say is “What do you think your wife would think of the price point, would she like it?”

As a result, you’re trying to get the real objection.

This works, but it’s always a little awkward.

A More Effective Method of Objection Handling

working through spouse objectionsNow, here’s what I discovered…

You can put some things in the early parts of the sales call that can actually solve the problem.

The spousal objection never even happens in the first place.

In the needs analysis phase of the sales call, you want to ask an additional question.

Quick review: your needs analysis is really just asking them about their problems.

For example:

  • What are you struggling with?
  • Why are you interested?
  • What’s your # 1 pain point?
  • What are you frustrated with?

Here’s the additional question you can ask in that area

Business Growth“So here’s an interesting fact. When your wife supports the fact that you’re going to invest your time and money to help yourself get in shape, we found that our people are even more successful when their wife supports them.”

“Does your wife support your weight loss goals?”

Does your wife support you investing in your business, your real estate career, buying this new car, or whatever it is?

They might say, “My wife (or my husband) does want me to be happy. They totally support me.”

How to Handle this Objection Before it Happens

how to handle objectionsWhat you’re doing is you’re helping them understand that they can’t use this excuse later.

We’re also helping them process it in their own mind as well.

So later on, when they get there, they’ve even validated their own mind that, “Hey, you know what, my family’s going to appreciate me.”

Now, a second interesting thing that happens is sometimes you’ll actually get people say at the very beginning, “No, my wife does not support me while I’m doing this.”

Wow, you just saved a ton of time.

You found the fact that that person is not going to act without their husband or their wife in terms of buying right there. Right?

So you say, “Hey, I totally understand it. I like to do things with my wife, make sure that I’m happy as well.”

Saving Your Time by Avoiding Objections Up Front

“What do you think if we also had her on the phone in the very beginning, just to make sure that she feels comfortable as well?”

You just saved yourself an hour because the spousal objection usually happens at the very end of a sales call.

And they say, “I don’t think I want to get her on the phone”.

objections in salesGuess what, that person was probably going to waste your time.

But you just saved yourself so much time to know in advance that the support of the family member is not going to be there.

All you want to do is just put it in the beginning of the call, it ends up getting rid of the objection, putting it out in the front.

So use this new technique and new way of getting rid of the spousal objection.

Alright, if you enjoyed today’s article, please check out our other ones like how to build a million dollar business.

I would love to help you grow your business, your sales skills, your marketing, your mindset, everything to succeed in the new economy.

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