The Spouse Objection - Sales 101 (Rebuttals that work)

The Spouse Objection

One of the most common objections we get as salesmen is that our client wants or needs to speak to their spouse before they buy products and services. This is a HUGE red flag and more often than not, they're not being totally honest with us.

Usually they'll drop this bomb at the end of your pitch when they feel cornered and they're looking for a way out FAST! Don't think for a moment that you lost this sale. Most likely the issue involves something that they are uncomfortable talking about. In other words, you haven't sold them yet.

Many times we get caught up in our own pitch and layout that we miss some of these early signs of the potential customer backing off. We need to attack this right away and find out if this is a REAL objection or just an excuse to get out of the sale because they're not SOLD.

Here is a very simple EXAMPLE of a conversation you can have to determine the difference:

Prospect: “I need to talk to my spouse.”

Salesman: “I completely understand. Do you think they will have some questions about what we went over today?”

Prospect: “I'm sure they will.”

Salesman: “What type of questions do you think your spouse will ask?”

Prospect: “Well, they will probably ask about the price.”

Salesman: “Sure and that one is very easy to answer. Do you think they will ask about the equipment or services that we offer?”

Prospect: “Maybe, but I don’t think so. It'll most likely be about price.”

Salesman: “Oh OK. What do you think they will say about our price?”

Prospect: “Most likely that it's too high.”

Salesman: "Sure and what do you say about the price?”

Prospect: "I don't know, I think maybe the price is a little high.”

As you can see in this example, most likely this is the REAL issue. The customer doesn't want conflict and would rather pass it along to their spouse or someone that's not there to speak up.

This is a good time to roll over some of the positive benefits and value behind your product and services. Spend more time addressing their needs and concerns and don't sell them on the price, sell them on your product.

Another quick playful EXAMPLE I use is:

Salesman: "So last night I was driving around with my spouse and I asked, "Are you hungry?" And they said, "Yeah I could eat." And so I said, "Where do you want to go?" and they said, "Ummm I don't care. Wherever."

Now, I will tell you this, me personally, I could have hit up some fast food chain and get something good, but, I know my spouse a lot better than that, when they say, "I don't care" or "whatever."

Fast Food was not even on their mind, because we know our spouses, right? They want a sit down place, maybe not super fancy, but defiantly not fast food.

Prospect: (Laughing) "Oh I know!"

Summing up the sale:
We have the BEST product, BEST customer care, MORE to offer and the BEST price for what you get. What more would you and your spouse need from me today, to win your business?

I hope this helps you moving forward and please Upvote, Follow and Share if you think this could help someone you know.

Thanks,
Darren