Reframe01
“People do not think about roofs. They think about money, a spouse, or the contractor. Which one?”
Objection Library
Retail · end of a 70-minute sit · quoted $19,750 · nothing left to explain
“Let me think about it.”
The think-about-it
01What she means
Nobody thinks about a roof. She thinks about money, about her spouse, or about whether she trusts you.
It is one specific unanswered question wearing a polite coat.
She says it because it is the only sentence that ends a meeting without an argument.
02Why reps fold
The rep hears a maybe and takes it, because a maybe does not hurt the way a no does.
He answers the sentence she said instead of finding the question she did not say.
A week later the maybe is a voicemail, and he still does not know what killed it.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“If the price were handled tomorrow, would you still want to think, or would you go?”
Close03
“Tell me the one thing you are unsure about. If I cannot fix it in 5 minutes, I leave.”
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
“Of course, take your time, no pressure at all.”
You agreed to leave without ever learning which of the 3 things stopped her.
When you hold, she says
“Honestly, it's the money.”
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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