A per-square-foot figure from another flooring company is doing battle with your whole-house project.
The setup
Flooring gets compared the way flooring gets sold in ads: a number per square foot, product only, stairs and trim and prep somehow living outside the arithmetic. The homeowners have that figure memorized, and it is lower than yours the way a frame is cheaper than a house.
This round runs the documented comparison at the table: probe what the other figure actually covers — the prep, the transitions, the stairs, the disposal of what's coming up — and isolate the real gap between a material figure and a finished floor.
“I already got an estimate from someone else...”
What the round trains
The estimate comparison: probe what the other estimate actually covers, run the comparison process, isolate the real gap between the two systems, respond, and re-close.
The round trains scope honesty as a closing skill: the framework in order, the other estimate examined without being mocked, and the response built on the coverage gap probing exposed — then the re-close on the complete project, room by room.
How Spar scores it
Every round ends in a scorecard — your language, your move, and whether both decision makers stayed in the conversation. This round is graded against the steps in scope — Probing & Layering, Pre-Close, Close, Button-Up — and the 7-stage objection framework.
The scorecard grades the examination before the answer. Matching a product-only figure by gutting your scope fails twice in this system; the pass is the gap found, named in the homeowners' own terms, and closed on the whole job.
The language scan runs on every round: the system’s words — approve, overall investment, work order, monthly investment plan, move forward — or the scorecard shows you where the wrong words leaked in.
Go deeper: the full objection — “We're getting other estimates”; the deep dive — Step 3 — Probing & Layering; this trade’s other drill — Kitchen-Table Appointment; the Flooring track — Flooring sales training.
Spar’s documented system is trade-agnostic by design: the published position is that the sales psychology and the rebuttals are the same in every in-home trade — only the examples change. This page runs Spar’s documented rounds in a flooring setting; it does not present flooring-specific scripts.
In sparring, the homeowner pushes back the way yours will — talks back, interrupts, pushes on the money — and the scorecard grades the run against the documented system. Train the flooring version until the response is reflex — $29/month. Spar before you knock.