When should I present discounts in SilverBullet?

Why Timing Matters When Presenting Price Adjustments

One of the most common questions comfort advisors ask when using SilverBullet is: “Do I show discounts up front, or wait until after all four proposal options have been reviewed?”

It’s a great question - and the answer can significantly impact your success at the kitchen table.

The Short Answer: Wait Until the End

When presenting a SilverBullet proposal, you should always walk the homeowner through all four options first—Basic, Good, Better, and Best—before discussing any discounts. Once the homeowner has seen the full range of system choices, features, and benefits, and has begun to express a preference or narrow their focus, then you introduce any applicable discounts, incentives, or financing offers.

Here’s why this approach works so well:

Value Comes Before Price

If you lead with discounts, you're unintentionally training the homeowner to shop based on price—not value. SilverBullet is designed to create a stress-free educational environment where the homeowner learns what they’re getting and why it matters. You want them comparing quality, comfort, efficiency, warranties, and indoor air quality - not just dollars and cents.

Once they’ve selected the option that makes the most sense for their home and family, you can shift the conversation to how you can make that choice even more affordable.

You Hold the Ace

By waiting to share discounts, you maintain control of the negotiation. Think of it as keeping an ace up your sleeve. You’re showing them you’re on their side—but only after they’ve made an informed decision. If they’re hesitating, you can then introduce a manufacturer rebate, seasonal savings, trade-in allowance, or utility rebate as a surprise benefit that nudges them toward saying yes.

Avoiding the “Discount Shuffle”

If you share all available discounts up front, you may find yourself in a corner later—unable to sweeten the deal or address objections without cutting into profit. Worse, if you disclose a discount too early, it may anchor the price lower than necessary and lead the homeowner to focus only on getting a “deal,” not the right solution.

SilverBullet is all about confidence, transparency, and smart decision-making. You don’t need to race to the bottom on price—you need to guide the homeowner to the best outcome.

SilverBullet Makes Discounts Easy to Apply

SilverBullet’s flexible Job Survey and Add-on features make it easy to include:

• Manufacturer rebates
• Promotional discounts
• Dealer incentives
• Financing credits
• Trade-in allowances

All of these can be applied after a selection is made, without reworking the entire proposal. This keeps your presentation clean, your message consistent, and your homeowner focused on value over gimmicks.

Final Thought: Stay Focused on Trust and Clarity

Discounts are helpful—but they’re not the hero of the story. The homeowner is. And your role is to be the trusted guide who helps them make a smart, confident decision they feel great about.

So remember:

Lead with clarity. Teach with confidence. Offer discounts when the timing is right.