- Hello, I'm Mathew Elwell of the Elite Closing Academy,
and in this video we're gonna look at,
what do you say when somebody says,
my partner will never go for it?
I appreciate your partner or spouse
could never go for this.
Let's just imagine that they could see the value
that you can, and they consider results
that we can get as a result of doing this,
what do you think they'd say then?
So, if somebody uses a third party stall
then there's a couple of things that you've got to do.
Number one, you've got to check in,
who actually makes the final decision?
Is it the partner or spouse, the third party,
or is it you, the person you're talking to,
if that makes sense?
So, it's really important that you do
have the decision maker all the time.
So, that's the first thing.
The second thing is just because somebody else
can't see the value, you've got the person
in front of you that you're talking to.
They use a third party, just because this third party person
doesn't see the value, find out what they see.
Let's say the third party just can't see the value,
and let's just move to one side, for a minute.
What value can you see?
Check in with this person.
Find out what value they see.
By not having our product or service,
what's the problem?
Go to this person first and then you have to deal
with the third party person.
You've got to go, right, now we know that you
are totally committed, you can see the results
that are possible.
What do we need to do to get this person
to see the same thing?
What needs to happen?
And more importantly, out of you two,
who makes the final decision?
And honestly, wherever I go, this is a huge problem
because as a closer you must be speaking in the close
to the decision maker.
It's okay to speak to an influencer,
somebody who's involved with the chain,
with the decision-making process along the way,
but when it comes to actually doing the deal,
you must be sat in front of the person that makes
the final decision.
And let's get some things straight.
If this third party is the decision maker,
and they do not see the value in it,
you're never gonna do business.
So, it's better to know this earlier than to have
this issue in the close.
Now that we understand that bit of somebody
using a third party stall,
so now we've got that bit, right,
now when you do get through to the decision maker,
you've got to make sure that you are armed
with all the tools to get the deal done.
So, if during the prospecting journey somebody says
to you, I really want to do it, but I've just got
to double-check with a third party,
my business partner, or in fact,
I know my spouse will never do it,
you have to make sure that this person
is totally committed themselves, and that this person
has the problem.
When someone has a problem they will find a way
of getting a solution.
As long as the problem is big enough.
So, again, I want to say to you,
if you are hearing in your sales process,
I'd love to, but my spouse is never gonna do it,
you're speaking to the wrong person.
That is a fact.
You are speaking to the wrong person.
This should never, ever, ever pitch up
in your sales process if you ask powerful enough questions
at the beginning.
Most salespeople teach you to use persuasion
on this person right now, and I don't.
If you find my system, you should never, ever, ever
get to a point where somebody says, I'm in,
but I know my partner will just never do it.
Because you'd of found out at the beginning,
what would your partner need to see from us now
about the result it's gonna get,
that they're not seeing, that would change their mind?
That's the content that people need the most.
That's the moment.
My partner said, that they're just,
no matter what happens they'll never see it.
Understand that.
So, what would your partner need to hear from me?
Now, and more importantly from you,
so that they would change their mind?
Because if this person has got a problem,
and if you don't solve it, their business
is gonna fail, and it's gonna impact the partner.
Maybe you'll lose your business and maybe
you'll lose your mortgage.
So, what would your partner say if as a result
of losing your business they lose the house?
What do they say then?
If you're the solution here, then this partner must
be interested if the payoff is big enough,
and this is what's frustrating with so many people
in the sales world.
They'll never find out the truth.
My partner just wouldn't be interested.
Fine, what would interest them?
'Cause I'm telling you, they'd be fucking interested
if they're about to lose their house as a result
of this person having a problem.
If it impacts their partner, that they lose the house
or they lose the business,
or they can't buy a new car,
or they can't go on holiday with someone,
trust me, you'll get your interest.
How big is the problem?
That's where you've got to look.
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