Closing Deals - Spouse Objection
Overcoming the "I need to talk to my spouse" objection is a common challenge in sales, especially for high-ticket or personal decisions. Here's a two-pronged approach for handling it, with strategies for overcoming the objection on the call or ensuring a second meeting with all decision-makers.
1. Overcoming the Objection on the Call
The key to handling this on the spot is to maintain empathy while subtly reframing the conversation so that you help the prospect feel more confident in their decision. Here's a step-by-step breakdown of what you can do.
Strategy A: Addressing it Empathetically, Then Pivoting
When someone says they need to talk to their spouse, don’t push back immediately. Acknowledge their desire to involve their partner, then pivot by subtly helping them realize their own confidence in the decision.
Acknowledge & Validate
"I completely understand. This is an important decision, and I’m sure your spouse will want to be part of it too."Ask an Empowering Question
Shift the conversation to how confident they already feel about the decision:
"Out of curiosity, based on everything we’ve discussed, how do YOU feel about moving forward with this? Does this solution seem like the right fit for you?"Uncover Concerns
If they seem hesitant, dig deeper:
"What specific questions do you think your spouse would have? Maybe we can go over those together right now. That when she asks you will have the information you need, so everyone can feel confident about moving forward."Handle the Concerns
If they bring up any specific objections, address them fully and confidently. Show that you're eliminating roadblocks before the conversation even gets to the spouse.Use a Spouse as a Catalyst
Reframe their concern in a way that empowers them to take the lead in their partnership:
"I know when my partner and I make decisions, they rely on me to do the research and bring the best options to the table. How do you think your spouse would feel about this being a solution that you’ve vetted and know will work for both of you?"Offer an Easy Way Forward
Make it easy for them to move forward without locking them into something they can't back out of:
"How about we secure your spot today, and if for any reason you or your spouse have questions later, we can adjust or revisit our discussion? That way, you’re making the first step toward a solution, but we still keep things flexible. Aim collect some type of down payment."
Strategy B: Suggest a Joint Call or Involve the Spouse Right Away
If you're having trouble overcoming the objection and sense that involving the spouse is unavoidable:
Offer a Joint Call Right Away
"I understand you'd like to discuss this with your spouse and I take the same approach with my wife to be honest. We are a team. Would it help if we gave them a quick call right now so I can answer any questions they may have too?" I want to make sure they have the most accurate information possible to ensure our solutions feels right for both you.Leverage Urgency
"If we don’t chat with them today, we might lose the opportunity to secure the current offer or timeline we’ve discussed. I’d hate for you to miss out on that."
By suggesting a quick joint call, you maintain control of the conversation and address the objection without letting the deal stall. Even if they decline, they’ll see that you're committed to transparency and helping them through the decision-making process.
2. Ensuring a Second Meeting With All Decision-Makers
If you can’t get past the objection in one call and need to set up a second meeting, ensure that all the decision-makers are present. Here are some strategies to make sure the next call includes everyone involved.
Strategy A: Pre-Qualify for Decision-Makers Early
Ideally, you should already have pre-qualified whether all decision-makers are present earlier in the conversation:
Ask Early in the Process
During your discovery call or in your pitch, say something like:
"Who else besides yourself will be involved in making this decision? It’s important to me that we address all concerns and questions upfront."Frame the Importance of Having Everyone Involved
If they indicate that their spouse (or other decision-makers) isn’t present, say:
"Great. From experience, I know decisions like this work best when everyone involved is on the same page. Would it be possible for us to arrange a time when we can have everyone on a call together?"
By asking this early, you avoid being blindsided by the "I need to talk to my spouse" objection later in the conversation.
Strategy B: Create Urgency for Decision-Maker Involvement
If you're mid-conversation and they raise the spouse objection, pivot toward the importance of having everyone involved for clarity:
Create Urgency and FOMO
"This is the best time for us to talk things through while all the details are fresh. The offer I’ve mentioned is time-sensitive, and I want to ensure you and your spouse don’t miss out on securing the best deal."Set Up the Next Meeting Right There
"I only have two slots left that have not been filled one tomorrow and one Thursday. Which one works best to get both of you on the line together? That way, I can answer any questions both of you have, and you can feel confident in your decision together."Use Limited Availability to Push the Timeline
"I want to make sure we get everything lined up for you, but I’m booking out quickly. Can we get you schedule for that slot tomorrow?
Strategy C: Use Future-Based Language to Secure the Next Step
Even if they resist committing to a spouse-involved call, you can position the next step as a natural progression:
Assume the Future Action
"I’m confident that when your spouse hears how this will benefit both of you, they’ll feel as good about it as you do. Let’s go ahead and set up a time when we can finalize things after you’ve had a chance to chat."Anchor in a Benefit
"Once you’ve spoken with them, I’ll follow up to make sure all your questions are answered, and we can get started on the solution that will save you both time and effort."Send a Summary Before the Second Meeting
"I’ll send over a summary of everything we discussed so you have all the details when you chat with your spouse. That way, it’ll be easy for them to review, and we can finalize things quickly during our next call."
By assuming the second meeting is the next natural step and anchoring it in clear benefits, you reduce the chances of the prospect ghosting or backing out.
Key Takeaways
On the Call: Empathize, reframe, and empower them to make the decision. If needed, suggest bringing their spouse into the conversation right then and there.
For a Second Meeting: Pre-qualify early for decision-makers, create urgency, and use future-based language to secure a follow-up meeting where all decision-makers are present.
Always aim to eliminate objections upfront and steer the conversation toward clarity, urgency, and confidence in the decision.
