You've done the visual session. The homeowner loves the rendering. They said 'wow, that looks amazing.' And then they said: 'We need to think about it.'
This is the most common objection in exterior sales: and it almost always means one thing: they're not sure the price is right, not that they don't want the job done.
The first thing to do is acknowledge the reaction without conceding. Say: 'Totally understand, it's a big project. What specifically would help you feel more confident about moving forward today?'
In most cases, the hesitation is around one of three things: price, timing, or spouse approval. Each one has a different answer.
For price: 'Is it the total investment, or is it more about how it fits into your budget right now?' This separates 'it's too expensive' from 'I need financing.'
For timing: 'Our install calendar is filling up fast — if we held a spot for two weeks out, would that give you enough time?' Create urgency without pressure.
For spouse: 'Would it help if we did a quick video call with your partner right now so you're both seeing the same thing?' This is a move that closes more deals than any discount.