Why You're Losing Sales to 'I Need To Talk To My Wife' (And How to Fix It)

Duration: 9:44 2287 transcript words EN summary

Video summary

The video addresses a critical challenge faced by sales professionals, particularly in the automotive industry: the common objection where a customer claims they need to consult their spouse before making a purchase decision. The speaker illustrates this scenario with a specific example involving a $50,000 truck and an $800 monthly payment, noting that many salespeople immediately retreat or accept the excuse as a valid reason to delay the sale. However, the core argument presented is that this objection is often a "smoke screen" used by customers who have already researched the vehicle online and are now attempting to shop around for better deals by taking their inquiry to another dealership. The speaker emphasizes that in today's market, customers do not simply drive by dealerships; they are informed buyers who use these excuses as a tactic to negotiate or leave without commitment. To overcome this hurdle, the speaker advocates for a technique called reframing, which involves shifting the perspective of the customer's statement from a barrier to a confirmation of prior agreement. Instead of accepting the excuse at face value, a salesperson should gently remind the couple that married individuals communicate frequently about major life decisions like buying a vehicle. By asking questions such as, "You and your wife have probably already discussed looking at trucks," the salesperson guides the customer to realize they have already given their spouse the green light in principle. The strategy then moves to confirming that the only remaining variable is the specific financial terms, which aligns with what the couple likely discussed regarding affordability and budget constraints. This approach validates the customer's need for approval while simultaneously proving that the decision has effectively already been made by the partner. Furthermore, the transcript highlights the importance of protecting one's own professional standards and avoiding language that undermines confidence or authority. The speaker warns against asking questions like "Why do you need to talk to your wife?" because such inquiries can trigger defensive reactions and signal a lack of trust in the salesperson's integrity. By challenging the customer directly on this point, a salesperson inadvertently raises the other party's guard, making it much harder to close the deal later. The recommended approach is to assume the sale is viable based on the couple's existing conversation, thereby maintaining high standards and keeping the momentum of the negotiation alive. This mindset ensures that the salesperson remains in control of the interaction rather than being pushed out by perceived objections. In conclusion, the video teaches that successful sales leaders must identify leaks in their process where money is lost to avoidable objections and actively work to plug them. The speaker shares his personal philosophy of studying every small detail where revenue might slip away, aiming to help others achieve breakthroughs similar to his own high-volume sales record. He encourages viewers to recognize that the "need to talk to my wife" objection is rarely a genuine blocker but rather a negotiation tactic or a research phase in disguise. By mastering the art of reframing this specific objection and maintaining unwavering confidence, sales professionals can turn potential deal-killers into opportunities to advance the sale and secure the customer's commitment.

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All right, who's in sales? Raise your hand. Come here. Let's let's let's figure out where you're gonna get stuck. We're on the proposal. The car is $50,000. The payment's going to be $800 a month. And I say, I got to talk to my wife. Go. >> All right. Who's in sales? Raise your hand. Cool. What do you sell? >> Cars. >> Cars. Come here. Let's go, guys. Give it up. >> All right. Now, listen. Here we go, buddy. What's the number one objection you get stuck with? >> No. No, no, no. Huh? >> My own thoughts. >> No, that's not I need you to know what is something that you get stuck with. Listen, here's what Andy Elliott lives for. People who are stuck and frustrated with something that they can't break through. Look, I don't want to help you with something you're good at. I want to help you with something you're not good at. I want to help you understand why you're losing money. How many cars do you sell a month? >> 25 and a half. >> Cool. By the way, 25 is a really good job. I sold 70 to 80 cars a month when I sold. Very uncommon. Very few people ever do it because I am a freak. I'm a psychopath. I studied every little tiny crack and crevice and hole of where I would miss money. I would find the leaks every day. So, I want to find the leak. What do you feel like is something that you struggle with and you get stuck? Where's the place in the cell? Is during negotiations? Is it outside on the lot? Is it somewhere on the phone? Where is it? Just think. You're not that good. Okay. You know what? Come here. Let's let's let's figure out where you're going to get stuck. Are you ready? Okay. So, we're on the we're on the uh we're on the proposal. Does that make sense? The car is $50,000. The payment's going to be $800 a month. He's buying a new Ford F-150. Okay. You're like, "Hey, Andy, great news. 800 a month. Truck's going to be $50,000. We're going to pay your car off over here." And I say, "I got to talk to my wife. Go." >> What do you have to talk to your wife about? >> It'll be so hard. >> Relax. Jesus. Come into this room for a minute. Hold on. relax. Let's let him finish. Hey guys, every day I see in the comment section that people are like, "Andy, how can I train with you? How can I get close to you? I'm a sales leader. I'm in sales. I'm an entrepreneur. I'm a business owner." Listen, if you want to coach with me, I want to help you. Look, there's a link below on this YouTube video. If you just go down below, there's a link in this YouTube video. And basically, if you click on it, all I ask for is your name and your phone number. And it says, "What do you want to learn from me?" And by the way, gives me permission to reach out to you. If you'll fill that out, I will personally reach out to you and we will make a game plan. Now, listen, I want say it one more time. Let's get back to the video. If you've been watching my content, if you want a breakthrough, if you want to change your life, you want to go to another level, whether you're broke and you're trying to look for the breakthrough or you're at the top of your game and you operate from the state of madness like me and you're just a psycho for learning, I am that coach that wants to push you hard. And so if you're ready for a breakthrough this year, go down, click on that link, fill out the information. It gives me permission to reach out to you. We're in a new era, right? And I always laugh at it and I say, man, you give me the right to push you. I promise you this coach is going to change your life. So go click on that link. I love you guys. I'll reach out to you myself. Fill out your information. Do it right now. And then let's get back to the video. Well, I just I talked to her before I purchased anything. So yeah. So talk to her. >> Is it the payment or is it the price? Was it me? No, you're great. Yeah. I just I appreciate you. I drove the truck. I like it. You gave me your numbers, right? Yeah. So, I'm just going to take it and go talk to her and then if she likes it, we'll come back. >> Can you do me a favor? >> Sure. >> Can you pull out your phone? >> Okay. >> All right. Let's call it. >> Yeah. She doesn't work that way. You don't know my wife. I'm going to go home and talk to her and then I'll get back with you. I appreciate that. Cool. >> Let me ask you a question. >> Okay. If I made this number a number that you couldn't say no to, would you do it? >> I still wouldn't do it until I talked to my wife. >> So, there's now one number on on whether it's price or payment. >> If you sold me the truck for half the money, I would still need to talk to my wife. >> Okay. So, you said that was great. >> Yeah. >> Take the car and show her. >> Yeah. She doesn't work that way. >> Yeah. That will make her angry and then definitely getting a no. All right, stop. So, this is where he gets stuck. >> Okay, does that make sense? >> So, if I if he worked for me, I you want me to show you how I would train him? >> Yeah. >> Okay. So, is it Ramy? >> Ramy. >> Ramy. Okay. So, Ramy, listen. By the way, forget the customer for a minute. I want to talk to you about how to train your team. Is that cool? How to train yourself. So, I'm like, Ramy. So, listen. Number one, you know what people do when they're married, right? They talk. You know that, right? >> I know. I'm not married. >> Okay. But I'm wanting you to know what people do. They talk. They're two people that live in a home together and they talk all the time. Do you understand that? Everybody understands that, right? >> Yes, sir. >> Ramy, you understand? They had a conversation about a truck before they came in here and looked at a truck, right? Okay. So, I need you instead of and when they say, "I need to talk to my wife," you're going to frame them in a way like, "Hey, I totally understand, Remy. However, I know as a married couple, you guys talk all the time. I'm pretty you pretty sure you and her had a conversation about maybe purchasing a truck in the future. Would you agree at some point? Yeah. Good. So, you guys did already talk about it. >> Watch me start to push this out. So, you guys did probably already talk about it and you probably wouldn't be here if she probably didn't say, "Hey, you know, it sounds like a good idea. Maybe we should look at a truck. Would you agree?" >> Yes, sir. >> Okay, cool. Push, push, push. And then I would say, so she probably would finish by saying something that would have to probably sit in some form of a budget, a monthly payment. It would have to fit where we live in order to make sense. But if it did, then we could get the truck. Am I right or right? >> Yes, sir. >> Okay. So, you already talked to your wife and she said that it would be okay to purchase a truck as long as it was in affordability. Am I correct? >> That's correct. >> All right. So, let's go back here. $800 a month. You're currently paying X on your tradein. We're going to be paying that off. This right here is how long the term is. This right here is what you guys talked about. Let's pretend hypothetically that she's here. We I'm pretty sure you and her had a conversation on what the deal need to look like in order to make a decision. Notice what I said. I said, "Okay, number one, you're married, Mr. or Mrs. Customer. Hey, or if this is Rammy." And I'm like, and he's talking to me. I'm like, "Hey, I totally understand, sir." And obviously, I'm not married, but I have really good parents and they were married. And the one thing that I learned from my parents is that they talked a lot. And something about a marriage is that people normally have conversations about big decisions. And purchasing a car isn't a giant decision. It really isn't. Buying a house is a big decision, you know, but buying a car isn't. people trade in cars every couple years. So, they're just transportation. So, the idea that you guys had a conversation at some point about probably purchasing a truck probably happened. Would you agree? Yes. Okay. And when you guys had the conversation about purchasing a truck, you maybe talked about what the deal would need to look like in order to make the decision when it came time to make it. Would you agree? Right. So, with that being said, you've already had a conversation with her. What do you think the deal would need to look like in order for her to be like, "Okay, this kind of makes sense. Let's walk through that. Can I hand you this pen? Can you kind of draw that out for me? And I need to get him moving forward and advancing the sale forward off this objection. I want you to understand something. Everybody here, I need to talk to my wife is a smoke screen. In rare cases in your industry or maybe something, but in the automotive space, people don't just pull in anymore. It ain't 20 years ago, guys. They don't just drive by dealerships and see what's sitting out front. They get on the internet. They do a lot of research. they look at things. Probably what he's doing is trying to take these numbers, leave my store, go across the street to another store, show them this piece of paper that he has in their hands and says, "How much better can you do than this?" Ain't going to happen with me. You got to identify that this is not a I need to talk to my wife problem. Does that make sense? And so, I'm going to reframe the situation that he's already talked to his wife and then I'm going to move through the cell and I'm going to advance it forward. Does that make sense? Okay. So, when I sit here with you, this is what I do with my team. my team, they say, "Well, I'm I'm not I'm the best." You are. Okay, cool. Let's go. And then I start creating scenarios and I see where they get stuck. And then when they get stuck, I want them to understand why the customer said what they said and then what they could have said differently to not make it a big deal. One more last thing and I'll move through with you. When you say like, "Why do you need to talk to your wife?" Like that's an immediate like kill mechanism for like your standards. Look, I'm a leader. I want people to look up to me. Me saying something like that may make you feel differently about me. Not even differently about the deal, but differently about me. Your goal is to protect them at all cost and to never challenge anything like that. Cuz when you challenge somebody, the the guard comes back up. You work for two hours to tear it down. And you're like, "Why didn't you talk to your wife?" It's like immediately I'm like, "Oh, I'm out." It it it hits me wrong, right? So yes. >> So I said that to show everybody an example. I would have agreed with you and in and any other >> Okay. Sales doesn't work like that, bro. You can't go. Okay, I didn't do it right. But really, what I was wanting to say, come on, get out of here. All right, next. Who do we got? Hey guys, thank you so much for watching the video. You're the true 1enter. How do I know that? Cuz most people, they never finish. Winners live where quitters quit. Most people didn't make it to the end, but you guys did. That's how I built my life. So, I want to say thank you. Don't stop. Keep up the training. Remember, I ask share the video. Make sure that you guys subscribe to the channel so you get the newest stuff the fastest. Set up the notification so it hits you right away. And make sure you go right into another video, nowhere else but with me, Andy Elliott. And if you want to train with me, go to trainwithand andyelliot.com right now or click the link in the description box below. I'll reach out. will make a plan.