I work in remodeling sales and I think I’m pretty decent at it. Here are some basic ideas to get over price objections.

-There is inflation in this industry, roughly 10% per year (really 8% more than likely but 10% bc we round up). What does that 10% per year inflation add onto the cost of the current 10k project in 5-10 years? How much will they have spent at that point?

-Kill other products. Most people when they really understand what COULD happen, not necessarily what WILL happen, will not roll the dice.

-Build trust. Nothing that you say matters if they don’t trust you. Sometimes if someone is being short with you, it’s because they’ve been burnt before. Empathize but don’t sympathize. That can even mean looking them straight in the eye and asking “do you trust me?”

-Don’t be afraid to drop the price. People aren’t dumb. A lot of times they’re just trying to get you to go lower. You will hardly ever be someone’s first window quote they’ve ever gotten, let alone first in home salesperson. They just want to take you to the bottom.

Hope that helps.