If there’s one objection I think salesmen get the most it’s “Let me talk to my partner” It’s almost as bad as being put in the friend zone with a chick you dig. I don’t know a single salesman with 12 months or more experience, who’s not had this zinger thrown at them at least once.
What can you do to close over the talk to my partner objection?
It’s a question I get every time I do a Q&A. It comes up in my sales talk with sales pros group often too. As you know, every sales situation is unique. What works in one scenario may not work in the next. Sales is a fluid practice of daily adaptation.
The main problem with this objection is that it usually comes out of nowhere from people who don’t need to talk to anyone. It’s simply a stall tactic from someone who’s afraid to make a decision OR someone who thinks your sales game is weak. Nothing more nothing less.
The sooner you start looking at ALL objections like this, the faster your paychecks will grow. Every great salesman knows that removing as many emotions as you can out of the process is the key. The more you can respond to objections and stall tactics on mental auto-pilot, the more sales you’ll make.
Getting emotionally wrapped up in objections kills your sales game.
Prospects often resort to throwing “let me ask my partner” as the last ditch effort to blame someone other than themselves for saying “NO’ While this is not always the case, it’s the case more times than not. The best way to close over this objection is to take the wind out of their sails up front.
Here’s how I handle the partner objection up front. It’s better to blow a sale 5 mins in than spend hours with someone only to find out they weren’t serious about buying anyway. I like to know what I’m dealing with BEFORE I get on the phone or meet someone.
Step One: Ask before they get on the call if there will be another decision maker involved. Let them know this is a serious decision to be made and if they have a partner, spouse, boss or assistant that needs to hear it, get that addressed up front. I get super serious and say “If we are going to talk serious business, let’s get serious. Is there anyone else you’ll need consult in our meeting in order to make a yes or no decision?”
Asking up front is fun for us salesman because when they say “Well, I have a partner but he can’t make it. I’ll relay the info to him.” ask them “Are you authorized by your partner to make a decision or do you need their blessing?” If they need the blessing suggest scheduling another time with them both so no one has to repeat the time spent.
Step Two: Offer to get on the phone too and answer their partner’s questions just like you did for them. Sometimes they tell you they don’t have a partner and then throw one at you outta no where. You know how it is, buyer are liars. When they bring this up on you, don’t get mad or try and point out that they lied. That’s ego not sales.
If this happens to you, simply look directly at them and say “great, we can call them now and since I’m right here, I’ll answer all of their questions for you.” From there you’ll usually find out if they are time wasting tire kickers or serious. I’ve had plenty of people get on the phone right in front of me and hand it off to me.
Step Three: Give it to them straight. If they insist on leaving to talk to their partner, that’s when you know there’s a 99% chance of them turning into a ghost. Here’s what I say to them when this happens “I’ll just shoot you straight. If you’re serious and YOU think this is what the best decision is, you need to make it. Your partner is not here. They didn’t get the experience or have the same desires as you. All they are going to do is talk you out of it. I see it happen all the time. Let me help you get what you want by making a decision today.” It’s hard to argue with that.
The one thing that sales that many salesmen lack is brutal honesty. The more you can address issues up front the less you have issues on the close. No matter who they are, prospects appreciate a confident salesman who isn’t afraid to ask the hard questions. Asking hard questions shows you have no fear and all the answers.
Like I said to begin with, all sales scenarios are different. I’ve closed a sale before by saying “I’m looking at your credit, you’ve made bad decisions all your life, why don’t you make a good one for a change and go with my advice.” it’s a ballsy thing to say, but in that moment that dude needed to hear it.
If you’re a good salesman, you can add a few items to your sales soldier armory that can turn you from a good closer to a legend that future sales dudes in your place hear about when they get hired. I’ve got the tools to do just that. I’ll put you together every day before work with my www.showupandclose.com program. It’s designed for you to listen to one audio every day before you hit the sales streets. There’s even a few free videos for you.
If you’d like to know more about what it takes to work with me personally, simply fill out the form below and after reviewing your application I’ll reach out to you and go from there.
