"I need to speak to my spouse."
That's an objection that many home service salespeople fear – you hear that, you're doomed…
Why do some people bring that point up during an appointment and what can you do to conquer that objection to successfully close the sale?
In today's episode of the Home Service Business Success Show, hosts Kenny Chapman and Chris Crew discuss how to prevent the "I need to speak to my spouse objection."
You'll hear about the mindset needed, the reasons for that objection, and strategies you can use (like alternative closing and the "be-back appointment") to overcome it.
- This episode looks at what home service companies can do leading up to and during the "I need to talk to my spouse" objection they may face.
- For Chris Crew, the intake process whenever a phone conversation about the estimate for a big ticket item is taking place is key for setting up – and ultimately closing – the sale in person.
- One of the key steps of the process is to understand who the main decision maker is and ensure that they will be present at the time of the in-person appointment.
- Additionally, it's imperative to communicate to prospects that there's an expected time commitment, which will help when meeting them in person at their home.
- Chris shares a simple strategy you can use to increase the chances of all parties being present at the time of your visit.
- The "I need to talk to my spouse" conversation typically arises toward the end of an exchange – Kenny Chapman believes that it should occur earlier, rather than later.
- Kenny believes that every big purchase (of $1,000 or more) is a decision that people should discuss with their spouse/significant other.
- Chris and Kenny talk about the fact that, as a high-performing salesperson, you're going to have to do some nights and weekends.
- Kenny touches upon how COVID not only changed the way millions of people work but also the impact of those changes on the sales process of home service businesses.
- Chris brings up the concept of the so-called "be-back appointment" into the conversation – including when to rely on it.
- Chris and Kenny discuss the mindset needed and the steps you can take to facilitate the "I need to speak to my spouse" conversation and turn the momentum your way.
- Chris provides a breakdown of the "alternative close" strategy that you could leverage when having sales conversations.
- "Alternative closing goes back to consultative selling when I'm more involved with identifying what the customer wants, instead of me telling them what they need," says Chris.
Mentioned in This Episode:
HomeServiceBusinessSuccessShow.com/s2e2
The Blue Collar Success Group
Sales Specialist Academy
IFTTT – If This Then That
