What to Do When Customers Say "You're Too Expensive"

If you hear “you’re too expensive”, it can feel like the deal already slipped away. In this episode of Masters of Home Service, host Adam Sylvester sits down with Kevin Cook, founder of The Dirty Work Sales System, and Rob Soper, business development manager at Eagleview Technologies. They break down what price objections really mean and how to handle them like a pro. Discover simple mindset shifts, real one-liners, and practical sales moves that help you keep control, build trust fast, and close more jobs at full price.

Download our price objection scripts to put Kevin and Rob's tips into action.

Show Notes:

[02:39] The biggest misconception about price objections [05:18] Why trust makes everything sound cheaper to customers [07:13] What helps build instant rapport and trust on sales calls? [09:48] How does social media build trust before you even show up? [10:53] Using data and technology to sell with confidence [11:25] Can the ‘too expensive’ objection be avoided entirely? [14:58] Common mistakes service pros make after price objections [17:43] Tips for staying calm during sales conversations [19:13] The 3 types of buyers every service pro should know [21:09] How pros approach the “I need to talk to my spouse” objection [24:10] System selling, warranties, and upsells in service businesses [27:01] Focus less on process and more on outcomes New to Jobber? Masters of Home Service listeners can claim an exclusive discount for Jobber at https://bit.ly/4olKiNR