It’s one of the most common stalls in the showroom and on the phone: “I need to talk to my spouse.”
The average, untrained salesperson hears this and immediately gives up. They say, “Okay, great, here’s my card, give me a call back.” The deal is lost. That customer is now on their way to your competitor, who will know how to handle them.
The “Proactive” salesperson, however, knows this is rarely the real objection. It’s a smokescreen for something else—usually a hidden price, product, or timing concern.
Deconstructing the “Spouse” Objection
The goal is not to “overcome” the spouse or be pushy. The goal is to professionally identify the real question. Untrained salespeople lose control because they don’t have a plan.
The “Proactive” plan, taught step-by-step in AdaptVT, gives your salesperson the exact word track to acknowledge the stall with respect, and then pivot to find the real issue.
The Proactive Word Track (Taught in AdaptVT)
Our virtual training modules teach your team to say something like this:
“That makes perfect sense, and I’m glad you’re going to talk it over. Just so I know I did my job properly, when you two are discussing it… is it going to be about the price of the vehicle, the payment, or is it the vehicle itself?”
This simple, non-confrontational script instantly gets to the heart of the matter. The customer will almost always tell you the real objection, allowing your salesperson to get back on the “Road to the Sale.”
Practice Makes Perfect
AdaptVT doesn’t just give your team the script; it teaches them how to deliver it. Our on-demand, video-based modules allow your salespeople to practice the tone and delivery so they sound confident and empathetic, not robotic or scripted. They can rehearse this—and dozens of other common stalls—24/7 on their mobile device.
Stop letting the “spouse” objection kill your deals. Equip your team with the confidence and the scripts to handle any stall. Visit the AdaptVT platform page to learn more.
