The five objections you get all day.

What it usually means

Almost always a reflex fired before they heard anything. It’s aimed at the category of person standing on the porch, not at you or your offer. You could be handing out money and get the same sentence.

Try this

Agree with it, then give one concrete detail and get out of the way. “Totally fair, most people aren’t. The only reason I knocked is we’re already treating two houses on this street, so the price here is different than what you’d get calling in. Want the number or should I leave you alone?”

Not this

Do not ask “interested in what?” It’s a gotcha, they know it’s a gotcha, and it converts a reflex into an actual decision to dislike you.

What it usually means

Usually one of three different things wearing the same coat: they can’t afford it, they don’t believe it’s worth it, or they’re testing whether the price is real. These need opposite responses, so find out which before you answer.

Try this

Ask which it is, without flinching. “Compared to what you were expecting, or compared to what you’re paying now?” The answer tells you whether to talk about value, about a smaller starting package, or about nothing at all.

Not this

Do not discount in the next sentence. Dropping the price the instant it’s questioned tells them the first number was invented, and every number after it will be treated the same way.

What it usually means

Genuinely true about half the time, and a polite exit the other half. Both readings are handled by the same move, which is why this one is easier than it feels.

Try this

Take it completely at face value and set the time. “Of course, when’s he usually around, evenings?” If it was real you just booked yourself a proper conversation with both decision-makers, which is better than the one you were going to have. If it was an exit, they will decline the time, and now you know.

Not this

Do not try to close them alone. Even when it works you’ve created a sale that has to survive a conversation you weren’t present for, and those are the ones that cancel.

What it usually means

A soft no, delivered kindly. The flyer goes in the bin roughly always, and both of you know it.

Try this

Give them the thing they asked for, and attach one small commitment to it. “Sure, I’ll leave the card. I’m back on this street Thursday afternoon; if I knock and you’re not interested just wave me off and I won’t come back.” Low-cost, easy to agree to, and it earns a second conversation.

Not this

Do not refuse to leave anything as a pressure tactic. It reads as exactly what it is, and it costs you the referral from someone who was never going to buy but knows four neighbours.

What it usually means

The most useful objection you’ll hear, because it confirms they buy this category. Every part of the hard work is already done. Someone else did it.

Try this

Ask about the incumbent, sincerely. “Who do you use? Are they good?” If they’re happy, say so and leave well. That homeowner remembers you. If there’s a hesitation, that hesitation is the entire opening, and you’ll hear it.

Not this

Do not run down the competitor. It makes the homeowner defend a decision they already made, and now they’re arguing for the other company instead of considering yours.