Objection handling — scripts that keep control

Use this page when the homeowner pushes back and the rep needs the right frame, not a longer explanation.

Verified field answer 30-minute close / reviewed Apr 2026

Anchor on the homeowner's annual fuel bill

Get the full-year gas or oil bill, divide by 12, and make the homeowner agree to the baseline before revealing the actual monthly payment.

Use when

The homeowner is worried about monthly payment or switching away from gas/oil.

Say / do

Ask for the annual bill, confirm the monthly average, then ask if they would oppose moving away from gas if you can get under a savings number.

Trap

Do not use winter-only numbers; they distort the baseline and weaken the close.

30-minute closePricing your deals

Verified field answer Permits / reviewed Apr 2026

Permits are a selling point, not a delay excuse

Sunny pulls permits on every install. That protects the homeowner and prevents solar or municipal inspection problems.

Use when

The homeowner compares Sunny to a contractor promising faster work without permits.

Say / do

Explain that shortcuts can create violations, failed inspections, and homeowner liability.

Trap

Do not apologize for proper permits; use them as trust proof.

Permits by jurisdictionIntegrity policy

Verified field answer May 19 sales training

There is no reliable average electric-bill increase

Electric usage depends on how the homeowner runs the units. Sunny installs efficient equipment and teaches scheduling, but reps should not quote an average increase.

Use when

The homeowner asks what their Con Edison bill will become after switching from gas or oil.

Say / do

Bring the answer back to usage, scheduling, app setup, and the annual gas/oil baseline they already agreed to.

Trap

Do not promise that electric cost disappears; the old fuel bill is being replaced by a different energy source.

Mini splitsInstall day handoff

Verified field answer May 19 sales training

Comfort objections need diagnosis, not debate

If a homeowner says mini splits do not heat like gas, ask what system they had. Poor brand, undersizing, or bad installation is not the same as a properly sized Sunny install.

Use when

The homeowner has heard or experienced that mini splits did not heat/cool well.

Say / do

Explain that Con Edison decommissioning jobs include an inspection layer for heating sufficiency, and Sunny must correct a failed inspection.

Trap

Do not dismiss the concern; separate past bad installs from Sunny's design, survey, and inspection process.

Mini splitsCon Edison rules

Search phrases this page supports

homeowner objection, monthly payment objection, winter bill, permit objection, why permits matter, contractor skipping permits, electric bill increase, mini split heat objection, insulation objection.

Objection source pages

The 30-minute close → Permits by jurisdiction → Integrity & conflict resolution →