Obj Handling: My Bill Now Is Less Than Before So Im Fine Flashcards
HO: I don’t need to pay less for power because it’s cheaper now than when I was living in Atlanta / cheaper now than when I lived on the beach
Rep: how much did you pay before?
And How much do you pay now?
HO: I paid $400 in ATL
About $150 now!
Makes sense. So, it sounds to me like you’re fine paying $150 here in this home, because before you moved here … you were paying like $350-$400 in ATL and now you’re paying almost half of that? Did I understand that correctly?
HO: yea!
Rep: Sounds like paying less for power is beneficial to you as a homeowner then?
HO: yes absolutely
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Notes:
Boom. We overcame their objection by using their current situation and their past situation against them. We did this through the power of story telling. It’s hard for them to disagree with us at this point.
