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Objections
Lost-Deal Save Play
Customer signaled no. What to say in the 90 seconds before you leave to win it back. Half of lost deals are recoverable.
5 cards
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0 installs by contractors
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Curated by Greg / Nuve teardown
Card 1 of 5
Don't argue. Accept it.
'Totally hear you.' Pause. Don't immediately counter. Acceptance disarms the wall.
WhyCustomers expect a counter-pitch. They have wall up. Acceptance brings the wall down — which is required before you can reopen.
Card 2 of 5
Ask 'what would need to be true for this to be a yes?'
Genuine question. Take notes on your phone in front of them. They will tell you the real objection.
WhyWritten question = serious question. Their answer is the actual blocker — not the surface one they led with.
Card 3 of 5
Don't promise. Float.
'I can't promise anything but let me see what I can do' beats 'I'll knock $500 off.' Don't burn margin reflexively.
WhyPromised discounts erode trust. Floats invite them to participate in the solution. Half the time they accept original price + a smaller concession.
Card 4 of 5
Schedule one specific follow-up before you leave
'Can I call you Thursday at 2 with what I came up with?' Get a yes. Now you have a scheduled re-open.
Why'I'll get back to you' = 0% callback rate. Specific time + day on calendar = 40-50%.
Card 5 of 5
Send the post-visit recap that night
'Hey — appreciate the time. Wanted to recap what you said is important to you so we're on the same page Thursday.' List their points in their words.
WhyTheir words back in writing = received. They will come into the Thursday call already convinced you listened.
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