Reframe01
“That is my best price for this scope. A lower price means a smaller scope, not a discount.”
Objection Library
Retail · kitchen table · 2,200 sq ft · quoted $17,600 · she has not compared a single line item
“What's the best you can do on that price?”
The best-price ask
01What she means
She thinks every price has a hidden second number underneath it, because most retail prices do.
She is not asking you to justify the roof. She is asking if the number is negotiable.
If you move, she now believes the first number was never the real one.
02Why reps fold
The rep hears a small ask and thinks a small discount buys goodwill for free.
He drops a number with no reason attached, so the drop looks arbitrary, not earned.
She stops evaluating the roof and starts evaluating how much further you will move.
03The words that hold
3 answers, each under 25 words, so you can carry one in.
Question back02
“Are you asking about price, or are you asking whether the scope can shrink to fit a number?”
Close03
“I can hold this number if you sign tonight. Tomorrow it goes back through the office.”
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
“Let me see what I can knock off for you.”
You confirmed the first number was soft, so now every future number is soft too.
When you hold, she says
“Okay, what's the number if I sign right now?”
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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