DrNunley’s Marketing Tips’ ezine article titled “Let The Spouse Answer” is reprinted here. [‘DrNunley’s eZine Article]


DrNunley’s Marketing Tips’ ezine article is reprinted here.

Let The Spouse Answer

Many of us sell in situations where the customer is really two customers: a husband and wife or two business partners. When both spouses or business partners are present, you often have to convince both that your product or service is the thing to buy.If one wants to buy, but the other strongly objects, you usually lose the sale.

Much of selling is about overcoming objections. You tell Sally that your Chrome Gizmo will save time in her business. She says the time saved is no big deal. You overcome her objection by showing how the time mounts into big savings over the course of several years.

When both spouses are present, let the spouse answer the objection. Pause a moment after the objection to give the spouse an opportunity to answer. You will find they often come forward with an excellent point.

When Sally says the time saved is no big deal, wait a moment for her husband Ralph to pick up the cue. Ralph knows how Sally thinks and he understands the best way to persuade her. Ralph’s words also have more credibility with Sally (she knows he isn’t getting a commission for the sale).

About the Author

Kevin Nunley is the Net’s #1 copywriter. Thousands of businesses have relied on Kevin for quality sales letters, web site copy, ads, and press releases. You get sizzling copy in the style you need, fast service, and affordable prices that are hard to beat. And that makes YOU look GOOD. http://DrNunley.com/. Reach him from his site via email.

*IMNewswatch would like to thank Dr. Kevin Nunley for granting permission to reprint this latest article.

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