Six simple steps for handling the “let me talk to my spouse” objection
You’ve done everything right so far, You know who your ideal target is, You attend networking events to meet new prospects, You schedule a series of Get Acquainted Calls - the calls go really well! Your prospects get what you offer and they want it.
How do you handle when a prospect defers to his or
her spouse? This is actually an objection and it allows your
prospect to put off the decision to work with you. Usually the end result
sounds something like:
We can’t afford it right now
After the kitchen is done
The timing isn’t right, etc.
You are talking about an investment to work with
you so no matter how good the relationship may be, it’s easy to see how
resistance can come up about committing to work with you.
Here’s how you can handle this obstacle straight
on. Give these prospects the selling point so they can
talk to their spouses more easily and get them to realize the benefit of
working with you:
1.Take the prospect step-by-step through handling the conversation with their
Keep this in mind – sometimes prospects use “the
spouse” excuse because they don’t want to come out and say “It’s too expensive”
or “I’m not interested”. So they blame the decision on the spouse. In this
case, there is really nothing you can do to turn things around. You’ll get an
idea if this is the case when you ask the qualifying question, “If you were
going to do this, when would you be ready to start?” You can get a good idea by
the answers you get. For example, if a prospect says “Next week” that would be
more positive and likely than “After the kitchen is done” especially if that
timing is an undefined point in the future.
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ABOUT THE AUTHOR
Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System, the proven step-by-step program that shows you exactly how to attract more clients, in record time...guaranteed. To get your F.R.E.E. Audio CD by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit http://attractclients.com