“I Need to Talk to My Husband About It.”

Suppose you offer a set of products which the whole family will use, or ones that the entire household will benefit from. For instance, they could be robotic vacuum cleaners, professional high-speed blenders, or premium-grade cookware with a lifetime warranty.

Let’s also say that you’ve demonstrated your products to a woman, and she finds the exact model she wants. However, when she sees that the investment involved in owning it is five hundred dollars, she tells you that she’s going to have to talk to her husband about it.

Now, if you sincerely believe that your products improve the lives of your customers, and that they’ll unquestionably be better off if they have your products than if they don’t, then how do you respond in a way that helps you render useful service? Well, to answer that, here’s an approach you can use that’ll allow your prospects to begin reaping benefits, satisfaction, and enjoyment from your product.

You: “Sandra, let me ask you a related question. I buy groceries for my family, and they cost me about a hundred dollars a week. May I ask how much you spend on your groceries for the week?”

Potential Customer: “That’s about what mine cost as well.”

You: “In that case, would fifty dollars a week be a conservative estimate of what you spend on groceries?”

Potential Customer: “Sure. But why do you ask?”

You: “Before I get to that, let me ask just one last question. If I’m understanding you correctly, fifty dollars per week is over twenty-five hundred dollars a year [strong voice emphasis], and I’m guessing you don’t talk it over with your husband, do you?”

Potential Customer: ”That’s correct.”

You (softly and gently): “Sandra, in that case, he already trusts you to invest at least twenty-five hundred dollars each and every year for food that nourishes his household. So, don’t you really think he will trust you to invest just five hundred more to [describe the main benefit received or ultimate result achieved by using your product] in the best and most economical manner for him and his family?”