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Turning objections into decisions
Most objections are really about uncertainty. When you answer with outcomes and data - programme certainty, energy performance, and clear approval routes - the conversation shifts from fear to planning. UltraSIPS supports this with comparisons, references, and simple next steps.
Clear answers reduce hesitation and keep decisions moving.
The mindset that works
Objections are not attacks. They are signals about confidence. A calm response builds trust and helps the client move forward.
Comparison
Objection response style
The tone matters as much as the facts.
Defensive
- Short answers
- Dismisses concerns
- Creates distance
Calm and evidence-based
- Explains trade-offs
- Shows proof and examples
- Invites the next step
Objection: SIPs cost more
Response: Compare total project cost, not just panels. Faster enclosure reduces labour, weather risk, and site overheads.
Objection: Lead times are too long
Response: Lead time is predictable. Use it to plan foundations and services. Delays are often worse with traditional supply chains.
Objection: Durability concerns
Response: SIP durability depends on detailing and water management. Proper flashing, edge protection, and ventilation keep panels stable for decades.
Objection: Fire performance is unclear
Response: Fire performance depends on skins, linings, and detailing. Provide certified assemblies and compliance notes.
Objection: Pest risk
Response: In the UK the more relevant concern is rodents and wood-boring insects (woodworm) if panels are left exposed. Good cavity detailing, sealed edges, and airtightness keep pests out.
Objection: Acoustic performance (noisy)
Response: SIPs can meet strong acoustic targets when combined with correct linings, resilient layers, and junction details.
Objection: Hard to modify
Response: Modifications are possible but require planning. Pre-planned openings and service routes prevent compromises.
Objection: Limits design capability
Response: SIPs reward simple geometry, but they can still support complex shapes with early coordination. The key is to design with the panel grid in mind.
Objection: Untrained workforce
Response: SIPs install quickly when crews follow a proven sequence. Short training and clear layout drawings remove most risk.
Objection: Code approval
Response: UK building control and warranty providers already accept SIPs. Provide evidence of approvals and tested assemblies.
Objection: Electrical and services
Response: Service zones and chases keep the structure intact. Plan routes early and seal every penetration.
Objection: Mould and moisture
Response: Moisture issues come from leaks and poor ventilation, not SIPs themselves. With airtight joints and planned ventilation, SIPs stay dry.
Objection response checklist
- Ask for the real concern behind the question.
- Use data and a short example.
- Offer a next step (detail, call, or sample).