Let The Spouse Answer

Many of us sell in situations where the customer is really two customers: a husband and wife or two business partners. When both spouses or business partners are present, you often have to convince both that your product or service is the thing to buy. If one wants to buy, but the other strongly objects, you usually lose the sale.

Much of selling is about overcoming objections. You tell Sally that your Chrome Gizmo will save time in her business. She says the time saved is no big deal. You overcome her objection by showing how the time mounts into big savings over the course of several years.

When both spouses are present, let the spouse answer the objection. Pause a moment after the objection to give the spouse an opportunity to answer. You will find they often come forward with an excellent point.

When Sally says the time saved is no big deal, wait a moment for her husband Ralph to pick up the cue. Ralph knows how Sally thinks and he understands the best way to persuade her. Ralph's words also have more credibility with Sally (she knows he isn't getting a commission for the sale).

Kevin Nunley provides marketing and copy writing. Read all his free tips at http://DrNunley.com Reach Kevin at kevin@drnunley.com or 603-249-9519.

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