As a salesperson, few objections are as frustrating as the dreaded “I need to talk to my spouse/partner” response. It often feels like a polite way of saying “no”, and it can be difficult to know how to respond without appearing pushy or disrespectful. But what if I told you that the spouse objection is often more about your own mindset than your prospect’s actual marital situation?
Through my experience, I’ve learned that this objection is rarely insurmountable. In fact, it’s often a smokescreen for other underlying concerns. The key to overcoming it lies in understanding why it arises and developing a strategy to address it effectively.
Why the Spouse Objection Is Often a Smokescreen
In many cases, the spouse objection isn’t really about needing spousal approval. It’s a manifestation of the prospect’s own doubts, fears, or uncertainties. Here’s why:
Fear of Making the Wrong Decision: Your prospect might be afraid of making a bad investment, and the spouse objection provides a convenient way to delay the decision and avoid potential regret.
Lack of Conviction: They might not be fully convinced of the value of your offer, and using their spouse as an excuse allows them to avoid saying “no” directly.
Underlying Financial Concerns: The prospect might have unspoken financial concerns that they’re not comfortable discussing, and the spouse objection serves as a socially acceptable way to express them.
My Strategy for Overcoming the Spouse Objection
Over the years, I’ve developed a strategy for handling the spouse objection that has significantly improved my closing rate. Here are the key principles:
Unwavering Conviction: I have absolute belief in the value of my offer and its ability to transform my clients’ lives. This conviction is essential for overcoming any objection, including the spouse objection.
Treat it Like Any Other Objection: I don’t treat the spouse objection differently. I approach it with the same curiosity and desire to understand the prospect’s underlying concerns. I ask questions like:
“What specifically about this do you feel you need to discuss with your spouse?”
“Is there anything else about this offer that you’re not 100% certain about?”
“How do you anticipate your spouse will react when you explain this to them?”
Emphasize Value, Not Conflict: I frame the conversation around the positive impact my offer will have on the prospect’s life and, by extension, their family’s life. I might say something like, “I understand. This is a big decision. But consider the positive impact this will have on your family’s financial future. Let’s explore how we can make this work together.”
Find a Way, Respectfully: If possible, I try to find a solution that allows the prospect to move forward while still respecting their relationship. This might involve a payment plan or a conditional agreement. But the key is to explore options collaboratively.
Don’t Fear the “Fight”: I once closed a deal knowing it would cause initial tension between the client and his wife. But I had such strong conviction in my offer that I knew it would be worth it in the long run. Today, his wife is retired, their children are thriving, and he credits that decision as a turning point. Sometimes, the most valuable things in life require a little bit of courage.
The spouse objection can be a challenging hurdle, but it’s not insurmountable. By shifting your mindset, understanding the underlying concerns, and having unwavering conviction in your offer, you can effectively navigate this objection and close more deals. Remember, you’re not just selling a product or service; you’re offering a solution that can transform lives. Believe in that value, and your prospects will too.