Manufacturer's Rebate Close
When it runsAfter the project is presented, when the homeowner has not moved forward because the overall investment is still holding them back. It gives you another avenue instead of just dropping the number: the company spends millions with its manufacturers each year, receives rebates and incentives in return — money or free material — and the owner gives that back to homeowners, first-come, first-served, until it's gone. Commitment before discount: get the commitment first, then apply it to their project, show the new overall investment, ask for the business — then stop talking. Only use this close when your company actually has a manufacturer rebate or incentive program. Never invent one.
Trial Closes
When it runsThroughout the appointment, at meaningful decision points — after the product, after installation, after the company story, after a solution connects to their hot button — and as a check before the overall investment is presented. A trial close is not the final close: it asks where the homeowner is in the decision, not whether they're moving forward. It builds the decision piece by piece — the project, the product, the company, the installation, the rep, the outcome, and the investment. Trial close both decision makers, and when a piece of the decision is settled, stop selling it and move on.
The lines — verbatim
“How do you feel about the system so far?”
“Does that address the installation concerns you mentioned earlier?”
“How are you feeling about us as a company?”
“What's the part you're still unsure about?”
“Before we get into the investment, is there anything we've gone through that you're not completely comfortable with?”
Reversal Close
When it runsWhen the very reason the homeowner gives for waiting may actually support moving forward — a real contradiction between what they say they want and what they're proposing to do, found through diagnosis, never invented by the rep. Listen to their reason, acknowledge it, explore it, then reverse the perspective with questions — and let the homeowner reach the conclusion. Don't lecture, and don't force a reversal when there is none. If the concern is resolved, re-close.