When a prospect says it's too expensive, answer briefly then ask a question back. Keep them talking about financing terms and payment amounts instead of letting them sit with the price. Whoever asks the last question controls the sale.
You do it anyway because you don't have to overcome an objection. And so when, when people ask you a question, then you have to overcome that objection. And the way to do that is answer their objection and then ask them a question. It's, it's the whole ask, answer, answer a question with a question. So you might, they may say, hey, do you, do you offer financing? And most salespeople are super fast to say, oh, we offer finance. So we have 90 days, six months, one year, same as cash, five years, same as cash. And what we should do is like, maybe we should wait a minute and just say, he is financing something you probably do on a project like this. When you typically do a project like this, is financing something you'd like to take advantage of? Do you like long term or short term financing? Would you like to use some money, somebody else's money and zero interest, or would you like the lowest payment? When somebody says it's expensive, that's not a call to action. You think of it as like we're playing ping pong. And you know, whoever's holding the ping pong ball, they're the person that has to make a decision, has to choose something. And so if I said, hey, I got three options here on Service Titan. Which option is best for you? And the customer says, wow, that's really expensive. They're still holding the ping pong ball because I asked the last question. Now if they ask me a question, they just ping the ball back over to me and I have to say, answer that question with a question. So they're holding the ping pong ball. We're playing ping pong back and forth, back and forth, back and forth. What salespeople do and what technicians do, and it's fear, it's mostly fear is they don't want to ask the closing question. They don't want to say, which one of these options would be best for you? Which one of these do you want me to get started on? Which one of these fits into your budget? They don't want to ask that question.
