At the kitchen table, the homeowner says it: “what can you do on the price” 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 comes from the marketing department’s side of the company: out of everything spent on marketing, the strongest appointments come from people who have seen the work already done. In a neighborhood where every home is the same age and having the same issues, one advertised job normally produces several more. The exchange asked of the homeowner: a small yard sign out front for two to three weeks, and flyers to the neighborhood with the address — never names or numbers — stating the company did the roof. In exchange, the project is discounted. The commitment is taken on the exchange before any figure changes.
“So does that sound like something you could help us out with? And in exchange we would discount the project?”
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.
Keep going
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.