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Objection Library · Investment

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At the kitchen table, the homeowner says it: “it comes down to the price” 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

“it comes down to the price”“if it was cheaper we'd do it”“it's the number”

The documented word-track re-offers the identical project — same product, same company, every feature listed — at a fraction of the investment, and takes the commitment on that hypothetical. Of course they would move forward. That answer isolates the truth: it is not the rep, the product, or the company standing in the way. It is the investment — which is the one area the rep can actually help with, with the homeowner’s cooperation.

The documented language
“It’s not myself, the product, the company — IT’S THE INVESTMENT. Ironically, the investment is the one area I can help you out, but it does take some assistance from you.”

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 tableThe Marketing Program Drop“what can you do on the price” At the kitchen tableFlexible install program“we're flexible on the install date”

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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