Running the Business · Part 5
Presenting options and price without apologizing
Lesson 1 of 9~9 minFree previewCurrent as of September 2026
A price built with the worksheet and presented from the options sheet needs no apology, and a plumber who apologizes for it teaches the customer to negotiate. This lesson is the presentation: lead with the finding, give the ladder with the honest sentence on each rung, say the number plainly and stop talking, answer "why so much" with the components rather than a discount, and keep every statement inside section 7161. It closes with the three sentences that end most price conversations and the one that ends the wrong ones.
What the full lesson covers
- The price is a fact you computed, not an opening bid. Say it once, clearly, with the number and the scope, and then stop talking.
- Lead with the finding and the cause; the customer who understands why pays for the what.
- Present the ladder, with what each rung does not fix; the customer chooses, and the choice is theirs, not your sales pitch.
- "Why is it that much?" is answered with the components: the parts, the permit, the inspection, the labor, the warranty, the insurance behind it. Never with a discount.
- Every statement is true (B&P 7161); the disclosed service charge is on the phone before the visit; the number on the sheet is the number on the contract.
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