Short YouTube sales-training clip (by Phil Risher) about handling price objections. The speaker contrasts average performers—who argue and trigger homeowner defensiveness—with top performers, who slow down and use open-ended questions (e.g., 'What makes you say that?') to discover the root cause of the objection and let the prospect talk more.
During objection, handling the top performers, the average performers, instead of understanding the objection and stopping and thinking what is a homeowner really trying to tell me? Right? They care about, they go and they just start debating the objection. The homeowner goes on fight or flight. They don't, they feel defensive, they pull back. Right. The top performers, what do they do? They respond to objections with what? Open ended questions, price is too high. What makes you think that? What makes you say that? Is it I'm saying let them talk more. Okay, well I had a contractor who came here and gave me like, you know, a quote for like, you know, less than half of what you're quoting me. Okay, what can you tell me about this contractor? Okay. And then they start digging in and understanding what really is the root of the objection. Right? And so open into questions to talk less.
