You slow down and run the sequence instead of defending the number. “You're too expensive” is the start of a documented process — agree first, find out what their number is and what it's based on, confirm the project and company are right, diagnose whether it's the total or the monthly picture, isolate it as the only remaining issue, and only then work it. The reps who lose this moment lose it in the first ten seconds, by arguing or by discounting.
The short answer
How it runs
Every step exists because its shortcut fails: discounting before isolating buys a smaller sale that still dies on the hidden second objection; arguing the value insults the homeowner's judgment; skipping their number's basis means negotiating against a figure you don't understand. And running under all of it is the system's commitment doctrine — no discount, rebate, or incentive is put on the table before a commitment exists, because an incentive offered to an uncommitted homeowner doesn't close anything; it just reprices your work downward for free. The full playbook is the deep page; this guide is the order of operations.
Spar's rounds put a homeowner across the table while you present — graded against the system. Round 1 is free; the full camp is $29/month. Spar before you knock.