118) UTC Sales Ideas #2 - Prospect Wants To Discuss With Spouse

118) UTC Sales Ideas #2 - Prospect Wants to Discuss with Spouse.

As a salesperson, your main task is to use your knowledge to find out your prospect's problem and provide a suitable solution.

Sometimes, the prospect does not even realize he or she has a problem. The salesperson need to point out the problem and provide a solution.

A salesperson will definitely meet prospects who could not make a decision and wanted to discuss with others. Especially with the wife or husband.

Well, how do you solve this problem?

First of all, you need to check whether the reason is a real reason or just an excuse to stop your presentation.

One possible solution is to ask the prospect if you can meet the husband and wife together. If the prospect gave another reason, then the REASON given is also known as an EXCUSE. 

One or more situations below are in their mind:
a) they do not have that problem.
b) your solution cannot solve their problem.
c) they cannot afford your solution. 
d) they cannot decide or they dare not decide.


If they see potential in your solution to solve their problem, they will really want to discuss with the spouse. They want to know how to reallocate their money (which is limited) to pay for your solution.

Then, they will appreciate your offer to meet both husband and wife.

If the person refuse your offer to meet the spouse, then it is just an EXCUSE. You need to find out what is the REAL REASON. 

Let's say the prospect is interested, but really

WANT TO DISCUSS WITH MY SPOUSE FIRST.

You can inform the prospect that you are willing to meet both husband and wife. You will be the BEST person to answer further questions directly.  

Let's say you met the husband and he wants to discuss with his wife.

First of all, the husband may have further questions. If a person really think about your solution, there definitely will be more questions than answers.

Furthermore, it would be difficult for the husband to explain to the wife about your product after just listening for 1 time. 

What if the wife have more questions? The husband will not be able to answer. 

You may had given the husband some brochures. There will be more questions about the brochures. 

When you are in front of the husband and wife, you will have more brochures, articles, newspaper cuttings, graphs, charts, past records, reports, etc. You can even illustrate the concept on a piece of paper.

Without any further distractions from outside, the discussion will be more in depth. You can even spend longer time to discuss. Furthermore, it is more confidential and specific to their needs.

You had spent months and even years learning about your product and you will be able to answer their questions. 

So, you can assure them that the discussion will be the best way to help them better understand their problems. Once the real problems had been identified, only then you can provide solutions. If there are a few possible solutions, you will be there to explain the pros and cons of each solution.

Assure them that they would be under NO OBLIGATION to buy anything. 

You are there to help them understand better their problem. Once the problems are known, then all of you can explore further any solution. You are there to SHARE your knowledge to find the solution.

You must have heard the saying, Sharing is Caring. You are a new friend to the prospect.

There should be NO SELLING, JUST SHARING.