In the world of sales, few situations are more frustrating than delivering a powerful presentation only to hear, “I need to talk to my spouse first.” These scenarios, known as one-legger appointments, often end with delayed decisions, lost momentum, and deals that fall apart.

In this post, Shawn Derrick, founder of Legacy Sales Engineering, explains why one-legger appointments can derail your sales success—and how to prevent them while still keeping opportunities alive.

Why One-Legger Appointments Hurt Your Sales

A one-legger appointment happens when only one decision maker is present during a sales consultation. While it may seem harmless, the risk is clear: the absent spouse or partner never experiences your full presentation, your value proposition, or your ability to handle objections.

Instead, you rely on the client in front of you to retell your pitch—a method that rarely captures the details or enthusiasm you worked so hard to build. The result? Miscommunication, unrealistic expectations, or flat-out rejection.

The Rule: Always Have All Decision Makers Present

The best way to prevent these pitfalls is to set expectations during the appointment-setting process. Make it clear from the beginning that you require all decision makers to be present. A simple phrase like:

“When’s a good time for us to meet with you and your spouse together?”

This proactive approach ensures you don’t waste time on a pitch that can’t move forward.

If you serve elderly clients or multi-generational households, adjust your wording:
- “Is there anyone else who helps you make this decision?”
- “Would it make sense for your son or daughter to join us as well?”

By asking upfront, you protect yourself from wasted effort and help your client feel supported in their decision-making process.

Exceptions: Handling One-Legger Appointments the Right Way

While the goal is to avoid them, one-legger appointments are sometimes unavoidable. Here’s how to handle them:

1. Attempt a Reschedule
If one spouse isn’t available, push to reschedule when everyone can be present. Offer flexibility with timing, or suggest adding the absent spouse via Zoom or a phone call.

2. Get Commitment Early
If rescheduling isn’t possible, ask directly: “If everything makes sense today, are you comfortable moving forward without your spouse?” Silence here is your friend—wait for a clear answer.

3. Address Real Objections
If a client later backtracks with “I need to talk to my spouse,” remind them of the commitment they made upfront. This often uncovers the real objection, whether it’s price or uncertainty about the product.

4. Use Scarcity When Needed
In some cases, offering a one-day pricing incentive can create the urgency needed to close. This should be used carefully and only when absolutely necessary.

Why This Matters for B2B and B2C

The principle of including all decision makers doesn’t just apply to homeowners. In B2B sales, you may need the president, vice president, or board members in the room. The more stakeholders who hear your presentation firsthand, the stronger your close rate will be.

Practical Tips to Implement Today

- Train your appointment setters (or yourself) to ask for all decision makers from the very first conversation
- Offer alternatives like Zoom or conference calls when in-person scheduling is tough
- Confirm buying authority before investing your time in a full pitch
- Be professional but firm about the need for everyone’s presence

By being proactive and strategic, you reduce wasted effort and increase your chances of walking away from each appointment with a signed deal.

Ready to Strengthen Your Sales Process?

Avoiding one-legger appointments is just one of the strategies that can help you close more deals with less stress. At Legacy Sales Engineering, we help business owners and sales professionals refine their processes and implement proven systems that drive results.

👉 Visit www.legacysaleseng.com today to learn how we can help you close more deals and grow your business with confidence.