(Page 78-79) Overcome Objection - Need to Talk to Spouse

Question 1

Overcome Objection -
Need to Talk to Spouse

Answer 1

1. Confirm Spouse 1’s Decision:
2. Understand Spouse 2’s Concerns:
3. Address Concerns if Possible.
   ealesperson:
4. Introduce the Efficiency Discount:
5. Explain the Reasoning Behind the Discount.
6. Propose Getting the Other Spouse on the Phone:
7. Emphasize the Value and Urgency:

Question 2

1. Confirm Spouse 1’s Decision:

Answer 2

1. Confirm Spouse 1’s Decision:

Salesperson: Mr./Mrs. [Prospect], based on everything we’ve discussed today, if it were entirely up to you, would you choose us to move forward with this project?

wait for confirmation.

Question 3

2. Understand Spouse 2’s Concerns:

Answer 3

2. Understand Spouse 2’s Concerns:

Salesperson: Great! I’m glad to hear that. What concerns or questions do you think your spouse might have about moving forward with this project?

Question 4

3. Address Concerns if Possible.

Answer 4

3. Address Concerns if Possible.

Salesperson: I appreciate you sharing that. Here’s how we address those concerns.-

[provide concise responses to anticipated concerns].

Question 5

4. Introduce the Efficiency Discount:

Answer 5

4. Introduce the Efficiency Discount:

Salesperson: Here’s something that might make the decision easier today. We have what we call an ‘efficiency discount.’ This is a special savings we offer to clients who are ready to move forward without needing additional visits.

Question 6

5. Explain the Reasoning Behind the Discount

Answer 6

5. Explain the Reasoning Behind the Discount.

Salesperson: The reason for this discount is that if we can finalize everything today, it saves us the cost and time of scheduling another appointment.

Each appointment slot is valuable because it could be used to meet with another homeowner and schedule another project.

Additionally, it saves us the extra costs of fuel and travel to come back out for another visit, whichI would be more than happy to do. By saving on these expenses, we can pass some of those savings on to YOU

Question 7

6. Propose Getting the Other Spouse on the Phone:

Answer 7

6. Propose Getting the Other Spouse on the Phone:

Salesperson: To take advantage of this discount, how about we give your spouse a quick call right now?

That way, I can address any questions or concerns they might have while
I’m here.

It will only take a few minutes, and you’ll secure the best possible price for your project.

Question 8

7. Emphasize the Value and Urgency:
   Salesperson:

Answer 8

7. Emphasize the Value and Urgency:

Salesperson: By handling this now, you’re not only ensuring you get the best value, but you’re also locking in the price before any potential increases.

Plus, you can take advantage of our current promotions, which might not be available later.

If the spouse agrees to call:

Salesperson: Great, let’s give them a call. I’ll be here to provide any
information they need and to answer any questions. This way, we can move forward efficiently and get your project started as soon as possible.

Salesperson: I understand if it’s not convenient to call right now, but this
efficiency discount is a great opportunity to save some money and streamline the process.

If we can’t get a hold of them now, we can set up a follow-up call at a
specific time that works for both of you. This way, we’re still moving forward efficiently.

Option if 2nd spouse cannot be reached: I may be back in the area this evening anyways, and if that’s the case, I could swing by. Will that work for you both?

Question 9

Additional Pointers

Answer 9

1. Empathize and Align: Show empathy for their need to involve the spouse and align yourself with their goals. This builds trust and makes them more receptive to your suggestion.
2. Reinforce Benefits: Keep reinforcing the benefits of the efficiency discount and the current promotions. Make it clear that these offers are valuable and
   time-sensitive.
3. Flexible Options: Be flexible with how the call can be made. Offer to schedule a specific time for a follow-up call if they cannot reach the spouse immediately.