Before you even worry about what to say when they tell you your price is too high, do you have a way to present the price to the customer — a way that is almost guaranteed to ensure survival on the call? That would be important, wouldn’t it?
As I mentioned in my article last month, I don’t bring the price book in with me when I first meet the customer. After I’ve completed my inspection, I usually go out to the truck to figure my prices and write everything up. I find that watching me flip through a lot of pages, doing a lot of writing and hitting a lot of buttons on a calculator makes my customers nervous, so I make every attempt to do it out of their sight.