At the kitchen table, the homeowner says it: “it's a big decision” Here is the documented response from Frankie J’s system — the same approach Spar trains and grades.
The documented approach
Also heard as
The documented word-track slows the appointment all the way down. Some things are exciting to purchase and some are not — nobody woke up this morning hoping to replace a roof. But at some point they will be sitting at a table with a company, seeing a product they like, a company they are comfortable with, a person they trust, and a number that fits their budget — and they will do it. The rep’s job is to bring the decision back to earth: it happens at a table, with those four things true. No commitment is taken at this point in the track.
“What does happen is at some point you will be sitting at this table with us or a different company, and you are going to see a product you like, a company you’re comfortable with, a person you trust, a number that fits into your budget, and you’re going to do it.”
This approach is preserved from the documented legacy word-tracks in the training library — the same library Spar’s Overcome-an-Objection tool serves to members.
The 7-stage objection framework
Release Pressure. acknowledge the answer and stay relaxed. Do not snap into rebuttal mode; a knee-jerk response makes the homeowner defend the objection.
Ask Permission.
Gather Feedback. confirm product, company, salesperson, scope, and value BEFORE addressing the objection: 'Did you like the solution we put together?' 'Do you feel comfortable with the company and how the project would be handled?' 'Did I explain everything clearly?' 'What is the biggest thing keeping you from moving forward?'
Isolate. identify the REAL barrier: the investment, timing, trust, decision process, the monthly investment plan, or missing information. Turn a vague stall into a specific, solvable objection.
Empathize. show you understand the concern without automatically agreeing with inaccurate assumptions.
Respond.
Re-Close. ask for the decision again once the concern is resolved. NEVER ARGUE. The goal is clarity, not winning a debate.
Spar’s Overcome-an-Objection tool and live sparring rounds run this exact objection against you — with the documented response graded against the playbook. $29/month. Spar before you knock.