overcoming the let me talk to my partner objection

Let me talk to my partner/ spouse is one of the most common objections that you are going to get when you sell for a living.  The good news is it is one of the easier ones to overcome.  You’ll really just need to determine whether or not the customer really does need to speak with a partner, or if they are trying to brush you off.  This objection is a 100% result of a poor qualification effort.  You should be asking your customer on every single call whether or not anyone else is involved in the decision making process.  In fact, if you were to commit to doing that you probably don’t even need to read the other stuff below.

You’ll want to be relatively careful with this objection.  If you push a customer too hard on it you’ll end up pushing them away.  Instead, you’ll want to try and do a trial close to see whether you have them on your side or not.  Once you have an ally in a co-owner, it’s significantly easier to get a sale.   Here is how you would go about doing it.

You:  As we discussed before this program will only be $2400 a month, and all we need to get you started is  a simple down payment.

Customer:   (hemming and hawing)  That sounds good, but I need to speak with my wife first.

You:  OK, Tom.  I understand that completely.  So, if she is good with it you’ll be ready to move forward with the order than?

Customer:   Absolutely.  I have to talk with her before I get my checkbook out.

You:  I get that.  My wife and I always discuss it before we make big investments.  If she says yes, than is this something that you’ll move forward with?

You want to ask them if they’d move forward with the program.  If they don’t give you an immediate yes, that means that they haven’t truly been sold on the idea of doing business with you.  You have more work to do.  A good follow up when you don’t get the answer that you want to hear is:

You:  What is it about the program that you feel is unsatisfactory?

-or-

You:  What would it take to get you to move forward with this today?

I personally much prefer the second option.  If you’ve already went ahead and asked for the sale, than you can  go ahead and be direct with the customer.  You are asking them for their real objection, since you have now weeded out the partner objection for what it truly is –  a stall.

Pitching the Partner

Have you ever given your best possible sales presentation to the partner, and been told that they will run it by their partner?  What happened when they got back with you?  I bet the answer was a no.  You never ever want to send your prospect off to do the selling for you.  You want to deputize them in order to help you.  Once your prospect has said that they would buy if their partner was game  you now have an ally that help You do a few important things.

  • Get past any gate keepers to the partner( who at this point is the true decision maker).
  • They can schedule a time to speak with the partner on your behalf.
  • You should encourage them to tell the partner what they think about the product or service, and to convey their excitement.

This truly is all you want them doing, and even the third one can be iffy.  If you let the partner speak for your product or service it is going to go something like this.  “I spoke with this sales dude on the phone, he promised us a bunch of cool stuff for a lot of money.”  You don’t want that exchange to happen.

Never pitch the partner like you have the sale in the bag.  In fact, you’re going to want to start over at the beginning.  Assume any information that has been passed along already has been misrepresented.  Take your time and use what the other partner has said to your advantage.  You should often note that when you are speaking with someones spouse that they often will act like the brakes to someones gas pedal.  They may end  up stonewalling you.  You’re going to have to go back to the original spouse you spoke with and remind them that life is full of risk, and that although it’s never fun to spend money, they can’t let their spouse keep them from doing what’s in their combined best interest.

The takeaway:  Make sure that you have turned the partner into an ally and you’ll overcome the partner objection with ease.

 

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