Reframe01
“Get them. But 3 totals on 3 different roofs is not a comparison, it is a lottery.”
Objection Library
Retail · you are the first company in the house · quoted $16,200
“I want to get another quote.”
The third quote
01What she means
She has been told her whole life to get 3 quotes. She has not been told what to compare.
She is not shopping for a lower number. She is shopping for permission to stop worrying.
If you are the first company in, she has nothing to measure you against yet.
02Why reps fold
The rep says get your quotes, I'm confident, and calls it professionalism.
So the next 2 companies get to define what a good roof is, using her, for free.
He returns to a spreadsheet of 3 totals with no decking line on any of them.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“When the next 2 hand you a number, what are the 3 things you are going to check?”
Close03
“Take my sheet. Make them answer these 5 lines in writing, then call whoever answers all 5.”
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
“Sure, get your other quotes and I'll check back in.”
You left with nothing in her hand, so the cheapest total wins by default.
When you hold, she says
“Give me the sheet. What am I looking for?”
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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