If a customer says I can't afford it, what is the recommended response?

• A. Tell them it's not a real concern and push the sale.
• B. Offer only full upfront payment with no options.
• C. Suggest delaying the decision.
• D. Offer payment options (monthly plans, financing, promotions), show cost over time versus pest damage, and tailor the package to fit budget.

Answer: (D)

Handling affordability objections means validating the customer's budget concern and guiding them toward workable solutions that still deliver value. The best response offers payment options (monthly plans, financing, promotions), shows the cost over time versus the risk and cost of pest damage, and tailors the package to fit the budget. This approach reduces upfront barriers, keeps the sale moving, and helps the customer see the real value and return on investment of taking action now. By contrasting the long-term costs of not treating pests with manageable, predictable payments, it helps the customer decide based on value, not just price. Pushing for upfront payment, offering no options, or suggesting delaying the decision misses the chance to address the concern directly and can erode trust or stall the sale.