A real constraint that gets treated like a stall — and mishandled either way.
Sometimes the decision genuinely is not theirs alone. Sometimes it is the safest exit in the building. Both versions get worse if you push, and both get better if you help them carry the conversation home.
Never make them defend needing a partner. "That makes sense — this is a big one" costs nothing and keeps you on the same side of the table.
"What do you think their first question will be?" You are arming them for a conversation you will not be in. Whatever they answer is the objection you were never going to hear.
Offer to get the partner on the phone now, or set a specific time when both can talk. A follow-up with a name and a time survives; "let me know" does not.
Trying to close them anyway. Pressuring someone into a decision they cannot make alone guarantees a next-day cancellation.
Every rep can recite the answer. Almost none of them can say it cleanly under pressure the first time a customer says it out loud — which is the only version that counts.
Take the drillRespect the decision-maker, then find out what they'll actually be asked.
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