In the documented order, and only in that order. Isolation has done its work — the investment is confirmed as the only thing standing between you and yes, and they've committed to that frame. Now the gap gets worked with scope and structure before incentives, and the closing tools built for the money moment do the final movement — never the first.
The short answer
The isolation answer — if this were handled, everything else is yes — is the commitment every later step spends. Work the gap from the least costly solution outward: can scope adjust honestly (a phase, a section, a different specification they choose)? Can structure carry it (the monthly investment plan fitting the total into their life)? Only when scope and structure have done their honest work do the dedicated tools enter — and the Manufacturer's Rebate close, the system's documented incentive vehicle, has its own strict sequencing: incentive after commitment, presented as bringing the overall investment down for a homeowner who has already decided.
How it runs
The traps are all forms of skipping: reaching for the incentive first teaches them the first number was fiction; moving on the investment without the isolation commitment means the real second objection is still in the room, waiting to collect the discounted number and the sale together. And each movement gets laid off properly — a new figure is never simply announced; it arrives with its reason attached and the conversation controlled, because an unexplained smaller number invites the question of how small it can go.
Go deeper
Every money move in these guides is drilled in Spar's closing rounds and drills. Round 1 is free. Spar before you knock.