“Absolutely, this should be a both-of-you decision. Is he/she home right now? I'd honestly rather explain it once to both of you than have you try to relay all this later.”
Why it works: The fastest way to find out if the objection is real is to invite the spouse into the conversation. If they're home and it's genuine, you get both decision-makers. If they suddenly 'can't be interrupted,' you've learned it was a soft exit.
“Totally fair. Just so I know what to leave you with, if it were only up to you, is this something you'd actually want? Or are you not quite sold yet either?”
Why it works: 'I need to talk to my spouse' is used two ways: as a genuine we-decide-together, and as a painless way to say no. This question tells you which one you're dealing with, so you stop pitching a spouse who was never the real obstacle.
“Makes sense. What actually works best is I swing back when you're both here so nobody's playing telephone. Does Thursday around six work, or is Saturday morning better?”
Why it works: 'I'll talk to them and get back to you' is where deals go to die. A specific, two-option next step turns a vague brush-off into a real appointment, and it keeps the next step in your control, not theirs.
“Here's all I'd ask, don't let this be one of those things that sits on the counter and never comes up. When you two talk tonight, what do you think is the first thing they'll want to know?”
Why it works: If you can't be there for the conversation, the homeowner becomes your rep, and most reps are terrible at it. Getting them to name the spouse's likely question lets you hand them the answer, so the pitch survives without you in the room.