We will highlight the importance of preventing this objection. Furthermore, we will discuss three significant complaints, how to handle them, and in which order. We will further discuss how to delineate the two types of spousal objections.
To handle this objection first, let’s look at three core types of complaints, including:
Uncertainty based objection: This happens when the prospect is less than 100% certain whether this is the right thing and at the right time.
Financial objection: These are logistical, economic objections like the 100% want to do it, but just the funds are holding them back.
Spouse/Partner Objection: They need to talk to someone outside of themselves to make the decision; they 100% believe that the prospect wants to do it, but they want to speak to someone else.
It would help if you handled the uncertainty-based objection first always. For instance, you drop the price; they say it sounds great, but they must speak to their spouse. Then, you need to remove the smoke screen, like. Is there anything else besides talking to the spouse holding them back? You may do so by first saying, “No, problem.”
Hence, this will take pressure off them. Then you can tell them that you will come to the spouse part before they can tell you how they feel about the deal process, which you explained. Do they think that this is what they need to achieve that goal? Double tie down by asking that they are 100% certain nothing stops them besides spouse talk.
The prospect’s tone matters a lot; if there is passion and assertiveness behind their tone, that shows they are highly willing. However, if they use slow and long speech, they are probably still being determined.
Types of Spouse/Partner Objectives
So, let’s say they say they want to do it and want to talk to my spouse. There are two types of spouse objections, including permission, and they want to let their spouse know. The approval entails that they cannot decide without the consent of their spouse. The second is their decision, but they need the spouse to know.
Hence, it would help if you asked them which of the two applies to their case professionally. If there is any ambiguity in their response, it is probably the permission part. If the situation is based on the latter, you may take the deposit and close a credit card.
However, dealing with the permission scenario is a bit different. Now, you need to make some discoveries by asking what your partner will say about this. You may ask what they will speak about the price, or are they supportive? Once you get the answers, proceed to help them a little.
You can tell them there are two ways they can speak with their partner/spouse; the first is seeking validation by expressing concerns about the side project and asking for their opinion.
The second is taking responsibility for the business, expressing commitment, and asking for their support. The second approach is more likely to yield a positive response. It’s essential to approach the conversation confidently and seek coaching because you must tell them that effective communication with the spouse is crucial for pursuing their entrepreneurial goals.