Reframe01
“Fair. But you are the one who has to explain it, and I am the one who knows the roof.”
Objection Library
Retail · one spouse home · quoted $21,900 · the other is at work until 6
“I need to talk to my spouse.”
The spouse stall
01What she means
Sometimes it is true and the decision is genuinely shared. Sometimes it is the politest exit in the English language.
Either way she is telling you she will not defend this number to someone else tonight.
The absent spouse is going to hear a 40-second version of a 90-minute sit.
02Why reps fold
The rep agrees, packs the folder, and books a callback he will chase for 9 days.
He leaves his best 3 sentences in her kitchen and sends the worst salesperson in town to the second meeting: her.
He never found out whether it was a real stall or a real spouse.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“When he asks why we cost more than the other guy, what are you going to tell him?”
Close03
“Call him now and put me on speaker for 3 minutes. I will answer him, then leave you alone.”
Say all 3 out loud once, right now, before you read the next part. The one you can say without reading it is the one you own.
04Where this one usually breaks
Break Point
“No problem, talk it over and I'll follow up next week.”
You handed the pitch to someone who cannot answer a single question about decking.
When you hold, she says
“He's on lunch. Hand me your phone.”
That is the whole celebration. She stops arguing and starts asking what you need from her.
You have read the words. She has not heard you say them yet.
In the Drill, the homeowner opens with this exact line, pushes back on whatever you actually said, and you get a Grade with your own losing sentence quoted back.
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