How Top Closers Handle the 3 Estimates Objection

Tired of hearing, "We need to get a couple more estimates or "bids" before making a decision"?

In this powerful sales training from Grosso University, Dan Coomes-Barry breaks down one of the most common objections in home improvement sales and reveals exactly why homeowners feel the need to shop around and how elite sales professionals proactively eliminate the objection before it ever happens.

You'll learn the three real reasons homeowners ask for multiple estimates, how to build trust and value throughout your presentation, and a proven objection-handling framework that helps sales reps close more deals without pressure or manipulation.

Whether you're selling windows, roofing, siding, baths, solar, HVAC, or any other home improvement product, this training will help you improve your close rate and confidently handle the "shop around" "we need 3 estimates" objection.

What You'll Learn: The 3 real reasons homeowners ask for multiple bids How trust and likability impact closing rates Why value-building matters more than price The psychology behind FOMO (Fear of Missing Out) Grosso University proven 5-step objection handling framework How to isolate the real objection The "Best Value Guarantee" close that helps eliminate shopping around How to position your company against low-cost contractors and national brands

Key Takeaways • Most "shop around" objections are created earlier in the sales process. • Homeowners buy from people they trust. • Value must outweigh price for a customer to move forward. • Fear of missing out is often the hidden reason behind multiple-bid objections. • Effective objection handling creates alignment, not confrontation. • The best closers focus on solving problems and not fighting objections.

Video Chapters 00:00 Introduction 00:43 Why Homeowners Shop Around 01:13 Reason #1: Lack of Trust 02:23 Reason #2: Lack of Information 03:23 Reason #3: Value & Affordability Issues 05:11 The 5-Step Objection Handling Framework 07:49 How to Isolate the Real Objection 09:14 Understanding Fear of Missing Out 10:04 The Three Types of Competitive Bids 15:25 The Best Value Guarantee Close 18:19 Why This Strategy Works 20:18 Common Mistakes Sales Reps Make 21:10 Final Thoughts & Training Resources

Ready to Take Your Sales Career to the Next Level?

Learn directly from the industry's leading sales trainers and proven home improvement closing systems.