Reframe01
“His number has no decking in it. If yours is soft, he comes back for $3,000 more.”
Objection Library
Retail · kitchen table · 2,400 sq ft · quoted $18,400 · she is holding a competitor at $9,800
“Your price is double the other guy.”
The price objection
01What she means
She is not telling you her budget. She is telling you the 2 quotes look identical on paper.
The only number she can compare is the total, so the total is the whole conversation.
She wants a reason the gap exists that she can repeat to her spouse tonight.
02Why reps fold
The rep hears an attack on his price and defends the price. She never asked about the price.
Then he reaches for the discount, because dropping money is the fastest thing in the room.
The second he does, she stops shopping for a roof and starts shopping for a discount.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Does his quote say how many sheets of decking he replaces, or does it say as needed?”
Close03
“Put both quotes side by side with me for 4 minutes. If his covers the same roof, take his.”
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 could probably take $1,200 off if you sign tonight.”
You dropped $1,200 before she asked twice. You just told her the first number was soft.
When you hold, she says
“Alright. Show me where his says as needed.”
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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