In security appointments, “we’re getting other estimates” sounds like a scheduling problem. The documented system treats it as what it is — a decision the homeowner is postponing, with your scope about to be shopped against numbers that don’t include it.
The scene
A security appointment deals in the most personal inventory in the house — the family’s peace of mind. It often starts on the phone, with the documented call-center set, and the in-home visit walks the doors, the windows, and the blind spots together.
The presentation is done, the entry points, the blind spots, and the doors they check twice at night is documented, and out it comes: two more companies are coming this week. In security work, the risk isn’t the other estimates — it’s that the security system gets compared on investment alone, against scopes that leave out the very work yours includes.
The documented response
The response never changes with the trade — it is the documented 7-stage objection framework: Release Pressure, Ask Permission, Gather Feedback, Isolate, Empathize, Respond, Re-Close. Don’t argue. Diagnose.
Run the framework: release the pressure, ask permission, gather feedback — did the solution fit, does the company feel right, did you explain it clearly? Then isolate: is it the investment, or is comparing the point? In security appointments, what they usually want is certainty, and certainty is built by comparing scope, company, and process — not by collecting numbers.
Spar is straight about the source: no security-specific script exists in the documented training, and none is invented here. The documented position is that the psychology and the rebuttals are the same across trades — only the examples change.
“You mentioned that you want to get some other estimates, I completely understand this. Anytime you watch the news or read consumer reports they recommend getting multiple quotes to protect yourself.”
How Spar trains this one
In Spar’s security rounds, the homeowner names the other appointments right at the close — the grade turns on whether you taught them how to compare, or just begged to be the last one in.
The full objection — all trades — lives at the “we’re getting other estimates” page, and the security track is at Security sales training.
Every other objection in the security appointment, given the same treatment:
In sparring, the homeowner shops your scope against numbers that don’t include it — and the grade tells you whether you framed the comparison or surrendered it. Train the security version until the framework is reflex — $29/month. Spar before you knock.