What to Say When You Hear: “I Need to Speak to My Spouse First”
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You’re at the end of your initial conversation with a new prospect, and it feels like they’re going to move forward with you to the next step.
Then, suddenly you hear: “I need to talk to my spouse (or partner) first”.
You did everything by the book... you asked them questions about their situation, you qualified their level of assets, and it’s clear that they need help.
Shouldn’t that be enough for them to agree to work with you?
You’d think so, yet why are they hesitating to give you a “yes” or a “no”?
The underlying issue is you’re battling their subconscious fear displayed through indecisiveness.
Even though they recognize they have a problem, and they know you’re qualified to solve it, deep down they’re afraid to move forward on their own.
If things don’t work out, they’ll feel like it’s their fault for making the wrong decision.
When your prospect realized they had to decide, they pulled back and said they want to speak with someone else first.
Next time you hear “I need to speak to my partner first,” here’s what you can say (in a calm, nurturing, and lowered tone of voice):
That’s not a problem (pause)... I’m just curious, what questions or concerns do you think your wife/husband/partner might have about what we’ve discussed today?”
The above phrase is a respectful way to uncover the truth of any resistance that they may be holding back from sharing with you.
This gives you the opportunity to re-open the conversation and address any concerns they have yet to disclose.
By better understanding the psychology of your potential client, when they realize they need to make a decision, you’ll be more equipped to get to the bottom of their resistance – building a deeper connection.
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