What is a good tactic when someone says "my spouse usually handles this"?

When a potential customer mentions that "my spouse usually handles this," asking when the spouse is available to meet is a good tactic because it acknowledges the role of the spouse while keeping the conversation going. This approach shows respect for their situation and engenders trust as it involves both decision-makers in the discussion. By scheduling a time when both parties can be present, you are facilitating a more effective conversation that can lead to a joint decision, ensuring that everyone is informed and involved in the process. This strategy highlights the collaborative nature of the decision, which is often important in household matters, and it helps to maintain momentum in the sales process.

The other choices do not address the customer's dynamic in a considerate way, such as suggesting the customer handle it themselves, which may come off as dismissive. Leaving a brochure does not encourage further engagement and may lead to being forgotten. Explaining that "usually things change" can also feel pushy or presumptive, suggesting a lack of respect for the customer's established decision-making process.