Reframe01
“The payment is a function of the term, not the roof. We can stretch the term, not the price.”
Objection Library
Retail · kitchen table · 2,700 sq ft · quoted $20,300 · financed at 84 months, payment $312
“That monthly payment is too high.”
The payment objection
01What she means
She is not rejecting the roof. She is rejecting one specific number on one specific term.
She may not know the payment moves with the term length, not just the total price.
She is measuring the payment against her monthly budget, not against the value of the roof.
02Why reps fold
The rep hears too high and jumps straight to discounting the total price.
He never checks whether a longer term or a different plan fixes the payment instead.
He gives away margin to solve a math problem that financing could have solved for free.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Is $312 the problem, or is it that number specifically, at that specific term length?”
Close03
“Let me run 2 more terms right now. Pick the payment that fits, then we sign tonight.”
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
“I can knock a couple thousand off the total for you.”
You cut price to solve a payment problem, and the payment barely moved.
When you hold, she says
“Okay, show me the 144-month number.”
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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