Handling Spouse Objection
“The Tentative Close”
Flyer Sales Statistic:
Only 2% Call Back Sales…
For All flyers handed out to customers and left on the door
Reason:
Most people don’t make buying decisions themselves.
Go Backs:
Scheduling time to see Qualified Person(s)
This is our job and can work, but can be…
Time consuming, Not home at time scheduled…
“Think About It” Objection:
Make sure you ask what it is they need to think about, before using the tentative close.
This flushes out any other objections, because “Think about it” is a vague objection.
Mr. Jones, what is it you need to think about?
“Need to talk to my spouse”
(also.. family member, roommate, friend)
1. Respect their decision
I understand and can respect that you make decisions together
If possible, Relate to them – I’m married to…
2. Confirm interest
You’re interested in everything here right?
You just need to make sure your wife wants it, right?
3. Confirm 7 day time frame
7 days will be enough time for your wife to make decision, won’t it?
4. Set Tentative appointment
We’re out here next week anyways installing some of your neighbors
We’ll set up a tentative time so we can hold the special for you.
The tech will call you, if you want it great, if you don’t… no problem!
You’re under no obligation, what’s your first and last name?
Tags: door to door, objection, spouse
December 16th, 2009 at 1:48 pm
you would think if they needed to check with thier wife/husband so on that they would call them on the phone while you wait , i think you need to find out the real reason why they are not buying today ! then maybe close them on the spot or then set them as a go back lead ,did you used to work for c.m.i.?
December 16th, 2009 at 4:47 pm
Good points Jake.
The phone call option to the spouse is a simply brilliant idea. We may find “excuses” about calling them to overcome. “She’s at work”, “just leave me your info”, etc. However, from experience this does work. (kicking myself in the butt for not using it as much)
Understanding the real reason needs to be discovered IF they truly CAN make a decision themselves. You know how those relationships go, don’t you?
You may find using the “spouse objection buster” does help determine if it truly is a “two party decision”. Especially the part where you say “There is no other reason why you wouldn’t go for this offer other than to make sure your spouse wants it too, right?” If they say “yes” that’s the only reason (unless they are lying). Then you’re helping them sign up on a tentative basis. If they said “no” then hopefully they’ll reveal it with something other than “need to think about it”.
Then you can so “ok”, start walking away and giving up slightly and right before they go back inside(customer relaxes)… then say something like “oh one last thing, just so I know before I leave” “may you share, what else is there to think about?”
And finally sometimes it’s an over simplified equation:
Think About It = I’m Not Interested (I’m Just Being Nice)
Personally my preference is to close on the spot rather than set up as a go back lead. Even if it is “tentative”. Because tentative deals statistically for me have been 50%+ sales closed from experience.
Speaking of “go back leads”, on another video I will share a huge time saver for “go back leads” when you just can’t close them on the first pass.
Jake, your feedback here is awesome and we would like to hear some more of your ideas, if you’re willing to share. if you have any other strategies here you know about, could you reveal how you would uncover the real objection?
Thanks for the interaction Jake, we greatly appreciate it.
Knocking Onine,
John Teks
P.S.
I did not work for C.M.I
P.S.S.
Excellent, professional, and visually appealing website I might add, Jake.
January 14th, 2010 at 1:51 pm
Моя история из жизни: мы как-то с мамой ехали в маршрутке,( мама спец по всем видам мяса на глаз определяет что это), на остановке залазит подвипывший мужик с куском свежака в одноразовом пакете. Едем. Маршрутка резко тормозит,мужик по инерции бежит вперед и пакет рвется ,оттуда выпадет свежак ,дальше мамины слова- ” Мужчина,у вас вымя выпало!” я медленно сползаю под сиденье , пассажиры ржут, мужик красный – выбегает на следующей остановке
))
January 26th, 2010 at 7:54 pm
Wow! Someone from Russia. Luckily we have “google translator” to help us out. Here is the translation from Glavniru:
“My story of life: we once went with my mother in-bus, (my mother specials on all types of meat on the eye determines that it is) to stop zalazim podvipyvshy guy with a piece of свежака in a single package. Let’s go. Ìàðøðóòêà slows sharply, the man runs forward out of inertia and the package is broken, there will fall свежак, on my mother’s words, “Man, you dropped udder!” I slowly crawl down under the seat, passengers neigh, red man – runs out at the next stop
”
February 7th, 2010 at 10:42 am
looks like you have a russian girl coming on to you ,what kind of close are you going to use on her ?
February 7th, 2010 at 10:44 am
mr teks i need your help i have an 8 state contract with frontier and i need help staffing i also need someone to run the show no anyone interested ?
February 7th, 2010 at 10:45 am
i will also have washington and Oregon as part of that footprint
February 7th, 2010 at 10:13 pm
LOL. Your putting me on the spot here Jake. Even though I used to be into pick up artist psychobabble & was married to a Russian woman, I choose not to “close” someone I do not know.
February 7th, 2010 at 10:20 pm
Sounds like you have more than you can chew right now. Reminds me of my recent brainstorm: A D2D Job list for this site.
February 8th, 2010 at 12:40 pm
I’m hiring in Arizona, Cal. Montana, Utah Oregon, Washington, New Mexico and some more.
February 12th, 2010 at 8:46 am
WHEN ARE U GOING TO START POSTING THE D 2 D SALES POSITIONS ?
February 21st, 2010 at 2:45 pm
how about we start our own phone company and market triple play products phone internet and tv
April 27th, 2010 at 2:43 pm
ЎGracias por el artнculo. Cada vez que quieres leer.
Garretot
April 29th, 2010 at 10:56 am
Muy Bien. De nada.
May 5th, 2010 at 1:51 pm
Mr. Jake,
You asked and I listened and understood the importance of a central “community” for everything door to door. Including sales. Welcome to DoorToDoorSalesWorld.com
Now go over and share with us your job openings…
Many Blessings,
John Teks
May 5th, 2010 at 1:52 pm
Post all these at the DoorToDoorSalesWorld.com site
June 2nd, 2010 at 10:56 pm
What a great resource!
June 7th, 2010 at 3:48 pm
thanks
June 11th, 2010 at 12:31 pm
Nice briefing, this should help me with those spouse objections. Thank you as your information.http://doortodoorsales.tv/wp-admin/edit-comments.php?comment_status=moderated#comments-form
June 17th, 2010 at 2:53 pm
man your long winded
June 30th, 2010 at 1:05 pm
Valuable info. Lucky me I found your site by accident, I bookmarked it.
July 3rd, 2010 at 10:32 pm
Great information! I’ve been looking for something like this for a while now. Thanks!
July 10th, 2010 at 4:49 pm
I found your blog on google. Great stuff for D2D, I’m going to sign up for the training
July 12th, 2010 at 11:45 pm
Excellent thanks for the compliment.