Spouse objection

This objection sounds like a delay and is often a piece of information. Vehicle purchases are commonly joint decisions, so a customer saying they need to talk to their spouse may be describing how the decision is actually made.

The productive response is to ask early who else is part of the decision, and then to set the appointment for a time when both people can attend.

Why it matters for a sales manager

Discovering the second decision maker at the end of a call produces a stall. Discovering it in the first few minutes produces a better appointment, because the visit is scheduled around a time when everyone who has to agree can be present.