“The objection is not the objection — the objection is often a deeper conversation.”
— Jared (from the podcast episode)
Are you a roofing contractor, HVAC business owner, plumbing contractor, or electrical contractor looking to scale revenue and close bigger deals? In this article, we’ll break down Jared’s techniques for handling a $40,000 objection — and how you can apply these lessons to your contractor management services and sales process.
🎧 Listen to the full conversation on the Successful Contractor Podcast:
How Jared Handles $40K Objections Like a Pro
The Power Behind Objections (Especially Big-Ticket Ones)
Every contractor, whether in roofing, HVAC, plumbing, or electrical work, runs into objections. When you’re quoting a large scope — a full roof replacement, a commercial HVAC installation, or a major plumbing overhaul — potential clients push back harder.
What Jared teaches is simple but profound:
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Objection Isn’t the Real Barrier
Most of the time, what a prospect voices isn’t the true reason they’re hesitating. There’s often fear, misalignment, or a lack of clarity behind the objection. -
Go Deeper — Ask Better Questions
Instead of trying to justify your price immediately, ask “Why is that number hard for you?” or “If budget wasn’t a concern, what would be ideal?” That opens up the real issues. -
Reposition the Value, Not Just the Price
At $40K scale, you’re not just selling a service — you’re selling a transformation: peace of mind, long-term savings, durability. -
Use Stories & Anchors
Share a past high-stakes project you delivered. Use comparisons (e.g. “for half that, people often get these issues again”) to anchor value.
These principles translate directly into sales and coaching for roofing contractors, HVAC businesses, plumbing contracting, or electrical firms.
Why This Matters for Contractors & Trades Businesses
From Roofing Contractor to Contractor Management Services
Roofing contractors and metal roof contractors typically carry large, high-risk projects. When you quote $30,000, $50,000, or more, objections become bigger too. The same strategies Jared uses on a $40K objection are essential to closing more reliably, without discounting your margins.
Scaling HVAC Businesses
Whether you run an HVAC business or you’re an HVAC contractor yourself, the stakes escalate when you bid commercial HVAC systems, long-term maintenance contracts, or retrofit projects. You’ll face pushback on price, system complexity, or ROI. Using this objection framework helps your team sell high-value HVAC installation, maintenance, and repair with confidence.
Plumbing, Electrical & Beyond
Plumbing contractors, electrical contractors, and subcontractor teams all face tough objections — “That’s expensive,” “I’ll need to think about it,” “I’ll get another quote.” Having the right mindset and follow-up structure (influenced by this method) sets your business apart.
Why Contractor Management Software & Coaching Matter
Growth-minded trades businesses invest in more than tools — they invest in processes and people. A contractor management software or electrical contractor software streamlines workflows, but your sales team still needs to win the deal. That’s where business coaching for trades, contractors coach, hvac business coaching, and electrical business coach come in — teaching your people to handle complex objections, drive larger ticket sales, and operate at a higher level.
Applying Jared’s Strategy: Step-by-Step for Contractors
Here’s a simplified process you can implement in your contracting business:
| Step | What to Do | Sample Questions / Scripts |
|---|---|---|
| 1. Let them speak | Don’t jump to justifying your price | “Help me understand what aspect feels high to you?” |
| 2. Reframe the objection | Drill into underlying concern | “If it wasn’t money, what else would hold you back?” |
| 3. Show contrast & anchor | Use benchmarks and stories | “Most systems I see at that price fail in 7 years — ours is built for 20+.” |
| 4. Offer options (not discounts) | Instead of lowering price, offer phased scopes or financing | “We can break it into phases or you can finance with zero interest — which would you prefer?” |
| 5. Ask for the decision | Push gently toward “yes” | “Based on all of that, would you like me to draw up the agreement tonight?” |
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These keywords are woven naturally throughout the article, so your site stays optimized without sounding forced.
Real-World Example (Inspired by Jared’s Conversation)
In the podcast, Jared recounts a moment when a client balked at a $40,000 proposal. Rather than skinning out on price, he asked clarifying questions until he uncovered hidden fears (warranty, reputation, timeline). Once he addressed those fears via stories and value framing, the client said yes.
That’s the same approach a plumbing business owner or an HVAC technician can adopt when quoting large water heater systems, industrial HVAC installations, or multi-service contracts.
Turning Objections into Growth Opportunities
In trades businesses, objections are inevitable. But how your team responds can make or break your margins, your reputation, and your growth trajectory.
Apply Jared’s framework. Train your sales team in:
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asking deeper questions
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reframing value vs. price
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anchoring with stories
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offering options (not dumb discounts)
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closing intentionally
Then layer in your systems: contractor management software, sales training for contractors, and business coaching for trades. That’s how you elevate a roofing contractor, HVAC contractor, plumbing or electrical business from surviving to scaling.
Final Thoughts & Next Steps
If you’re committed to building a high-performing trades business, start by refining how you handle objections. Give your team a script based on Jared’s method — start small, test it on one project, and iterate.
➡️ Want help building your internal training, sales playbooks, or coaching plan? Let’s chat.
And don’t forget to listen to the full podcast episode here:
How Jared Handles $40K Objections Like a Pro
Stay bold, stay strategic, and build your contractor empire.
