15 real objections from solar, roofing, pest control, and general D2D, each with the wrong response most reps give, the right response top reps use, and an AI practice session so you can drill it until it's automatic.
Showing 15 of 15 objections
❌ What most reps say
"Okay, sorry to bother you. Have a good day."
You accepted the rejection before you even started. 'Not interested' is a reflex, not a decision.
✓ What top reps say
"Totally fair most people say that before they hear what it's about. I'll be quick: [one-sentence hook]. Does that sound like something worth 60 seconds?"
You acknowledge it without accepting it. You reframe it as a reflex and earn the right to one sentence.
❌ What most reps say
"Oh sorry, I didn't see it. I'll leave."
You've given up without even trying to reframe. Many homeowners post signs but still talk to reps who approach respectfully.
✓ What top reps say
"I respect that completely. I'm not here to sell anything today I'm just letting neighbors know about [event/offer/issue]. If it's not relevant, I'll be on my way in 30 seconds."
You separate yourself from the stereotype of a pushy salesperson. You're informing, not selling which is technically true at this stage.
❌ What most reps say
"Oh okay, no problem. Sorry to bother you."
You left without learning anything. 'Already have someone' doesn't mean they're happy with them.
✓ What top reps say
"That's great most of our best customers said the same thing. Quick question: when did you last get a second opinion on price? We're finding most people in this area are overpaying by 15–20%."
You validate their choice, then introduce a reason to reconsider. Price and value are almost always worth a second look.
❌ What most reps say
"When would be a better time? I can come back."
You're asking them to schedule a second rejection. They won't be available later they just want you to leave.
✓ What top reps say
"I get it I'll be fast. I'm just letting homeowners on this street know about [one-liner]. Is that something you'd want to hear about in 30 seconds, or should I leave you a card?"
You respect their time by compressing your ask. 30 seconds is a low-commitment offer that's hard to refuse.
❌ What most reps say
"Of course. Here's my card have them call me."
You've handed off your deal to someone who hasn't been sold. Your card will end up in a drawer.
✓ What top reps say
"Absolutely big decisions should involve both of you. Is there a time this week when you'd both be home? I'd love to give you both the full picture in 10 minutes."
You validate the need for a joint decision while keeping yourself in the process. You're not leaving you're scheduling.
❌ What most reps say
"We have financing options and tax credits that make it very affordable."
You jumped straight to features and financing before understanding their actual concern. They may not trust solar at all.
✓ What top reps say
"I hear that a lot. Can I ask are you comparing it to your current electric bill, or to the upfront cost? Because most of our customers pay less per month than they do now, starting day one."
You reframe the comparison. The real question isn't 'can I afford solar' it's 'does solar cost more than what I'm already paying.'
❌ What most reps say
"We can work with most roof types. Let me have someone take a look."
You dismissed their concern without validating it. They'll feel like you're not listening.
✓ What top reps say
"That's actually one of the most common questions we get. A lot of homeowners bundle a roof replacement with their solar install it often makes financial sense because the solar offsets the cost over time. Would it help to see what that looks like for your home?"
You turn a potential disqualifier into a bundled opportunity. You're solving a bigger problem, not just selling panels.
❌ What most reps say
"Solar actually increases your home's resale value."
You gave them a fact without connecting it to their specific situation. It sounds like a sales line.
✓ What top reps say
"That's actually a big advantage. Homes with solar sell faster and for more typically $15–20K more in your area. And if you go with a transferable lease, the new buyer takes it over. Either way, you're saving on bills until you sell."
You address the concern directly with specifics. You make solar a selling feature, not a liability.
❌ What most reps say
"You'd be surprised a lot of HOAs have changed their rules."
You're speculating. If they've already checked, you've just undermined your credibility.
✓ What top reps say
"That's worth verifying solar rights laws in most states actually override HOA restrictions on solar. Would you like me to pull up the specific statute for your state? A lot of homeowners don't know they have the right to install."
You offer a concrete, verifiable answer. You're positioning yourself as an expert, not a salesperson.
❌ What most reps say
"You'd be surprised what's up there. Let me take a look."
You're implying they're wrong without evidence. Homeowners get defensive when you challenge their judgment.
✓ What top reps say
"That's the tricky part with storm damage most of it isn't visible from the ground. The granule loss and micro-fractures that lead to leaks only show up on inspection. I'm doing free assessments for neighbors on this street. Would you want a second opinion before the next rain season?"
You validate their observation while introducing a credible reason for concern. You're not selling you're offering information.
❌ What most reps say
"We handle all the insurance paperwork for you."
You answered the surface objection but didn't address the underlying fear that the process will be a headache.
✓ What top reps say
"That's the most common thing I hear. Here's what actually happens: we do the inspection, we document everything, we submit the claim, and we're on the call with your adjuster. Most homeowners don't make a single phone call. The only thing you do is sign off when the check arrives."
You walk them through the actual process step by step. Specificity kills fear. They can picture it now.
❌ What most reps say
"We can probably beat their price. What did they quote you?"
You've immediately entered a price war. You have no idea what the other company quoted or what their scope included.
✓ What top reps say
"That's smart you should get multiple opinions on something this big. Quick question: did they do a full inspection, or was it a visual estimate? The difference in scope can mean $3–5K on the final number."
You validate their process while introducing a reason to question the other quote. You're positioning yourself as more thorough, not cheaper.
❌ What most reps say
"You might not see them, but they could still be there."
You're creating fear without evidence. It sounds manipulative and will make them distrust you.
✓ What top reps say
"That's the best time to start before there's a problem. We've treated 12 homes on this street in the last month. Once one neighbor has an infestation, it spreads. Prevention is about a third of the cost of treatment. Would a quick walk-around make sense just to confirm you're clear?"
You use social proof (neighbors) and economics (prevention vs. treatment) to make prevention feel rational, not fear-based.
❌ What most reps say
"Professional treatments are much more effective than store-bought products."
You're dismissing their current approach. They'll feel judged, not informed.
✓ What top reps say
"That works for surface-level stuff. The issue is that consumer products don't address the entry points or nesting areas, so you're treating symptoms, not the source. Most people we talk to have been buying the same products for years and still have the same problem. Does that sound familiar?"
You validate their effort while exposing the limitation. You end with a question that invites them to agree, which creates an opening.
❌ What most reps say
"We have month-to-month options."
You answered the surface objection without understanding why they don't want a contract. It might be about trust, not flexibility.
✓ What top reps say
"Totally get it; nobody wants to be locked in. Can I ask what's behind that? Is it that you've had a bad experience with a service contract before, or is it more about flexibility?"
You diagnose before you prescribe. If it's a trust issue, you address trust. If it's flexibility, you offer month-to-month. Either way, you're solving the real problem.
PrePitch puts you in a live conversation with an AI homeowner who throws real objections. You get scored, you see what you missed, and you practice until the right response is automatic.