Advanced D2D Sales Psychology // Close Any Personality Type

How y'all doing?

I'm doing fine, how you doing?

Great, I'm just training all these young guys.

What's that?

I'm just training all these gentlemen today.

Oh, you are?

So they follow around the old bald guy, I show them the ropes. Aha. But I kill the bugs, okay? So there's a lot of ants, a lot of spiders out here.

Okay.

That's what we've been noticing the most of.

We have Turf Doctor.

Okay, they do your grass, they make it look green.

Yeah.

Okay, so this is what's cool. So I actually do something completely different. At my house, I have a turf company. I also have a pest control company because they're completely different. You do need to have some form of pest control because I know Turf Doctor is not spraying the base of the house and they're not brushing down the webs either.

Well, that's okay, but thank you very much.

You're awesome.

And don't get caught in the rain, okay?

Is it gonna rain today?

Maybe about 7 o'clock. No, you guys are quite a parade coming down the Street, by the way.

Did you see us?

Oh yeah, I'm sitting there watching a soccer game.

Hey, are we winning?

USA 1, Australia 0.

Let's get them! Okay, okay, see you guys. This is the agreement. I did—

if we decide to go, this is—

I, I get you signed up right now. That's it.

I'm not paying anything right now.

You are one of the people in charge here, correct?

Yes.

Cool, love it. And your name?

Shawna.

Shawna, good to meet you.

Been here about 6 months, but we do have Cool. So that comes in sprays for—

um, how'd you guys find that, or what was the reason you guys signed up with them originally at the last house?

Ticks.

Yeah, they're bad out here, especially with kids. We'll do a 6-foot power spray at the foundation of the home. Okay, so those are concerned for me because especially with the breezeway here, if you get wasps getting inside there, they can actually nest inside that space.

Yeah, yeah, my kids don't shut the door too, so yeah, that doesn't help.

So I have everything ready for you right here.

The first one is just the $119, uh, I am not going to sign a contract today though. Yeah, yeah, we haven't really had an issue. Yeah, like I said, we had a wasp nest that we got taken down, and— or my husband took down, and it was fine.

Yeah, if the mice ever are a concern, I'll treat for all of that as well.

Sorry, I'm not going to— yeah, I'm not going to sign the contract.

I think once we break this down, you might be like, okay, cool, I'll give you a shot. I'm not a high-pressure guy. I just— if I can save a man— if I can save a family a bunch of money, I always like doing that. You ready? I'll take a selfie though. I remember you guys. And then I'll shoot that straight over to you. Door-to-door reps, when you're selling and you need a bottle of water or need to go to the bathroom, don't go to the gas station. Instead, ask a homeowner for a bottle of water. You need to be able to learn how to ask for things, and you need to learn how to buy things too. So if you can't even buy stuff that makes your own life better, uh, how are you expecting a homeowner to buy something for like $100 a month? Guess what also is $100 a month? My course, you need to hop on today. I show you how to sell to everybody and you learn all the closes in every demographic with every single objection and it's just $100 a month. So if you can't ask for a bottle of water or buy a training course, how the heck are you gonna expect to do well in this job? Buy my course, stay on the doors, ask for bottles of water from homeowners, use bathrooms from homeowners and stay on the doors. Time on doors is your best friend. And if you plug in my course, you're going to learn how to sell everybody. When I come back, I'll be with my entourage of little trainees. They're not little, but they're super actually really tall. But yeah, I'll come back around 3:30 to put that card on file.

Okay.

But yeah, we look forward to taking care of you. Just give him a heads up, letting him know we're coming so he's not spooked that there's like 5 dudes at his door.

Yeah, I'm cool. Honestly, I'm sure he saw on the camera and he's like, okay, well, you'll see us around like 3:00, 3:30.

Okay.

Okay.

Thanks for helping, and, uh, God bless. Have a good day, okay? Did you learn something? Yeah, dude, that was nuts. So my adjustment— I, I bailed yesterday, okay? Cat's out of the bag. Um, I was pissed. He's the one who takes care of all of the bills. We just caught our first Pokémon out here. We just conquered another state. Did you guys know she was in IT? Very analytical. So people who do those types of careers are typically very analytical. You find that a lot in Indian communities too. Ask lots of questions. But did you guys hear the training this morning for clarifying questions? If somebody asked me, they're like, well, so how much would it be? Sometimes as a rookie, do you guys, do you guys ever think you might think, oh my gosh, they don't like the price? Raise your hand if you ever thought that before. And you might have gone, well, I'll tell you what, uh, it was gonna be $150, but I'll tell you what I'll do, I'll do it for $120. Did they ever want the price to be lowered? No. They just wanted to know what they were signing up for. So what would the price be? Or this or that? And I literally just ran the play. There was so much of that sale was a constant reassurement of like, you'll love it, you'll love it, you'll love it. We'll take good care of you. It's an upgrade. Do you see how I tied her down to it? Like, you do see it as an upgrade, right? Did you catch that uptone? Right. I do have to resell the husband to make sure we're all on the same page. But I have a damn good chance because the wife's stoked about it and she's highly analytical. Typically highly analytical people marry high emotional people. That's just how things balance out. Her husband's gonna be nothing like her, I swear to you. Me and my wife are so different. Opposites typically attract. You get two analytical people together, they're just gonna think and never do anything. You get two doers together, they're gonna run their lives into the ground. You get a thinker and a doer together, that's a brain. Okay. Thank you. That's what I see in a lot of marriages. I'm the doer in my marriage. My wife's the thinker. If it were just up to me, we'd probably be like not living the life we live. But my wife's kind of kept me on track. I have to put her in check sometimes because she's over analytical and she has to put me in check sometimes because I'm psycho. We're going to go sell more. How y'all doing today? That's rather intimidating. I know.

5 men.

Good looking men, right? Mm, mm. You like the bald haircut, huh? Say I'm good looking, I'll say you look good. I think you're good looking. Yeah, right. How old are you, 50? Well, look, this is how we butter you up so that you buy what we're selling, right? No shit, I didn't get old not knowing that. We butter you up first and then we ask you for debit or credit. That's how it goes.

Well, you know.

I'm kidding. Look, look, look, look. Hey, look, okay, I do want to help you, okay? So in all seriousness, I am a salesman for Fox, okay? We have our truck here in the neighborhood today. We're taking care of both the homes. Spider webs? Well, yeah. Wasp nest right there. I'm telling you, you're a fun lady. I'd love to help you. You're only 50. You told me that. Yeah, we do everything for over half off, full property, inside out.

Oh, I don't know.

We don't have any inside. Well, you're very kind. It was great to meet you. Okay, okay, take care now. You the boss here? I don't say, are you the homeowner? Because I still want to sell to renters. So if you are talking to a decision maker, then you just go full on? Mm-hmm. Was that lady back there just not a decision maker? She didn't want to give me the time of day. The lady behind the screen, she didn't want to give me the time of day. She went— he did this over and over again, and now he's doing this.

Hello.

Hey Benjamin, how you doing?

Nice to meet you.

Did, uh, did she catch up with Steve?

She did. We haven't had really had a chance to talk I got home early. I've had a lot to do.

You said you were Air Force, right? Correct. Yeah, my dad's Air Force for 21 years.

Oh, no shoot. Very nice.

Yeah, it is. The lowdown is, and we have everything ready. She just told me to come back to talk to you to get basically on the same page. And we just have to put the card on file for the first one.

Sure.

The truck's actually there, by the way. So.

Okay.

Yeah. I drove by you guys when I came home earlier.

Did you see the big group? Because I had 8 of them. Yes.

And I drove by. I'm like, what's going on here? And then I saw the shirts. I'm like, all right, 2 and 2 got 4.

So it should be $400, but I waive it because the truck's already going to be here.

Pay today, spray today.

Yeah, sure. High five.

High five.

Love it, bro. We're back. Oh my gosh, you like Ghost? I drink probably an amount of Ghost like I'd be embarrassed to tell you.

Yeah, it's how I survive through the day.

Okay, how many— I won't judge you if you don't judge me. How many have you had in a day at the max? Had 4.

I think 3 is my limit.

I get a little crazy. Yeah. What's sad is I'm immune to 4 now. So it's just your baseline. Yeah, it's my baseline. Like, I'm functioning now.

Yep.

But the grape. Have you had the grape flavor?

Yeah.

The Welch's.

Oh my gosh.

So the only one I have is from their doc one, their document one.

Okay.

I don't know if I think that's automated.

I think now if they beg you to say like the desperate girlfriend that you had in high school, just be like, hey, we good. Sorry, we good, bro. So any other questions you guys have for me?

I don't have any.

Do we need—

no, no, you're good. That's yours, you keep it. Well, it's great to meet you, man. Yeah, thanks for your service, man. My dad was, uh, my dad's an Academy graduate, and so Air Force Academy.

Very nice. So he was commissioned then?

Uh, commissioned, when you mean like officer?

Yep.

Okay. Yeah, so I grew up in Colorado for a good amount of my life. Okay, cool.

Yeah, you want to give him a call?

Hold on, should the kids be inside for a certain amount of time after?

45 minutes. Yeah. Okay. All right. Take care, guys.

Yep, yep.

Just go for an initial information close and then the customer is going to go, well, how much is it again? Or do you cover this? Or is it safe for my cat? And then you guys are going to go retail, reassure, reclose, go once and then switch. Have the other person go.