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Objection Library · Investment

Flexible install program

At the kitchen table, the homeowner says it: “we're flexible on the install date” Here is the documented response from Frankie J’s system — the same approach Spar trains and grades.

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The documented approach

Don’t argue. Diagnose.

Also heard as

“we're flexible on the install date”“flexible install program”“whenever your schedule is open”
The documented language
“With saying that, there’s one last program I want to run by you that can help with the investment, but this will once again take your cooperation. We offer an incentive known as the flexible installation program. All our installers are salaried employees, and we’d much rather pass off a savings and have all available install slots fulfilled as opposed to paying those individuals to sit home. So what we do is offer this program for those homeowners who can be flexible with us on when we can install the project. You would work with our operations manager on a day that best fits our schedule — something all parties can mutually agree on.”

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

Every objection runs the same seven stages

1.Release Pressure 2.Ask Permission 3.Gather Feedback 4.Isolate 5.Empathize 6.Respond 7.Re-Close

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.

Keep going

More Investment objections

At the kitchen tableDiagnostic — is it really the investment?“it's too expensive” At the doorJust give me a ballpark“just give me a ballpark” At the doorHow much does it cost?“how much does it cost” Storm workJust give me a bid“just give me a bid” At the kitchen tableSwitch to the Investment“it comes down to the price” At the kitchen tableThe Marketing Program Drop“what can you do on the price”

Hear it in a round before you hear it in a home

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.

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