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Transcript of SALES CYCLE
Incite a Response
Preknocking impression-in neighborhood
Solidify the Sale
Give a Simple Answer
Correct: “Do I really need this for the year?” Answer: “Yes absolutely, you wouldn’t want it any other way.”
Incorrect: “Do I really need this for the year?” Answer: “Yes, you see the egg cycles of pests…. in addition the products break down… and besides if you don’t do it for a year…..” –this shows lack of confidence
Needs a little explanation
“I don’t think I need this for the entire year?” Answer: “Yea, good question, we actually wouldn’t recommend it any other way because each season …….” (simple and short explanation)
Other Customer Names
Age of homes
Common pests there
Type of homes
Example: Time Close-
"...we can fit you in tomorrow before the Johnsons around 10 or after the Perry's at 3 whichever is better for you?"
For customer to ask "What are you doing?" or "What's a flushout?"
(Objection or Question)
Respond Positive, then move on with a question
“Do you have a card?” Answer: “Actually we don’t carry cards, I am just filling up the route for my technicians, and we have just a few spots left we are doing for half price tomorrow. Have you heard about what is going on? Or How long have you lived here?
Acknowledge concern then explain
“No I don’t do pest control cause I have kids”. Answer: “ I totally understand, have you ever had a pest service before? (wait for response) Did they come and spray the baseboards each time? (wait for response). Yea that is one thing that everyone is really liking about our service is we are very non obtrusive, we don’t spray everywhere, in fact we only treat in areas out of reach of kids and pets, we even use this in daycare, restaurants,…..”
Must do Nonverbal and Verbal
Eye Contact & Nod your head
That's a great question...
Most people I talk to wonder the same thing...
You know, you are right...
Oh really? (BAD EXAMPLE)
1. Tailor-(What we do)
2. Need-(Why we do it)
3. Value-(Why it benefits them)
5. Pre-Address other concerns