Money - Rebuttals Flashcards
RebRebuttals
Money Objections
Rebuttals
Regain control of the dialogue without missing a beat.
Go from “I/You” vocabulary to “We”
Turn Around Statements:
I wouldn’t expect you to, given where we’re at.
Why would you go with us instead of another option?
Why would you be willing to pay a higher price?
If you were to go with a payment plan, why would you consider payments instead of cash?
Rebuttals
I Can’t Afford It
Stage 3
Agreement and Battle Plan
- I completely understand how you feel, this project isn’t cheap.
- Are you looking for cheap?
- What are some reasons this project is worth considering even now that you know the cost?
- At the end of the day, we can’t keep our money, our home, or our deck… but we do keep our relationships and our memories.
- Why do you feel so many people build with us, even after hearing the cost?
Rebuttals
This Is Too Expensive
Stage 3
Agreement and Battle Plan
- I completely understand how you feel, this project isn’t cheap.
- Are you looking for cheap?
- What are some reasons this project is worth considering even now that you know the cost?
- At the end of the day, we can’t keep our money, our home, or our deck… but we do keep our relationships and our memories.
- Why do you feel so many people build with us, even after hearing the cost?
Rebuttals
Is This Your Best Price?
Stage 3
Agreement and Battle Plan
- That’s a great question! I’m easy that way, I always give my clients the best price I can. Lets go through the numbers one more time and see what we can do for you. (Installation Discount)
- I have one regret… a lot of my clients wait until prices go up, then get upset with me for not being able to keep the prices down. The prices ALWAYS go up. I can’t promise this price beyond today.
- My job is to make sure you get the best price without compromising long term results.
Rebuttals
Your Price is Higher Than My Other Bids
Stage 3
Agreement and Battle Plan
- I completely understand your concern, you don’t want to pay more than you have to.
- As far as pricing we’re generally in the middle, you’ll find pricing higher than ours and you’ll find pricing lower than ours… but, no-one does decks/pergolas/pavilions like we do.
- We’re talking about (Bid Price), thats a risky bet if placed in the wrong hands. I don’t want you to move forward in any way if you feel you are taking a risk. What would you need, to be absolutely certain the company you choose is the right one?
- If you were to go with us, why choose us instead of them?
Rebuttals
We Need to Finish the Refi on Our Home
Stage 3
Agreement and Battle Plan
- Perfect, yes lets get the Refi figured out. How much time will we need to get that finished?
- Would it make sense to explore some options to keep the project moving while we work out the Refi?
- ABZ Close
Rebuttals
I Only Pay Cash
Stage 3
Agreement and Battle Plan
- Gotcha, does it make sense to get this started today then?
- What would be a good next step?
- (I need to save up - Timing Objection)
Rebuttals
I Don’t Like Debt
Stage 3
Agreement and Battle Plan
- Yeah that makes sense, sounds like you’d like to pay cash, does it make sense to get this started today then?
- What would be a good next step?
- (I need to save up - Timing Objection)
Rebuttals
I Don’t Do Financing
Stage 3
Agreement and Battle Plan
- Perfect, does it make sense to get this started today then?
- What would be a good next step?
- (I need to save up - Timing Objection)
Rebuttals
I Don’t Like Payments
Stage 3
Agreement and Battle Plan
- Yeah that makes sense, sounds like you’d like to pay cash, does it make sense to get this started today then?
- What would be a good next step?
- (I need to save up - Timing Objection)
