How to Handle “I Need to Talk to My Spouse” Without Losing the Sale

View 'talk to my spouse' as a 'sacred retreat' by the customer, meaning they're trying to create distance; respect this, but don't let it end the sales process.

Utilize the LEAP framework (Listen, Empathize, Ask Questions, Problem-solve) for all objections, tailoring your approach based on the customer's personality and context.

Instead of directly combating the objection, 'roll with the punch' by expressing understanding and even enthusiasm for spouse involvement, then ask questions about their potential concerns.

Ask specific questions like, 'What questions do you think your spouse would have?' or 'What would be most important to them?' to uncover underlying issues and prepare for future conversations.

Be prepared to involve the spouse immediately (e.g., via FaceTime/call) or schedule a follow-up meeting, but always try to understand the nature of the objection first.

Remember the goal is to uncover the 'true condition' or the real reason for hesitation, not just to get a 'yes' immediately.

Access available resources like Service Excellence's free objection playbook to further refine your objection handling skills.