Austin Maser trains a door-to-door pest control sales team in the rain, showing how to pitch quarterly service visits, handle objections, and close deals. He emphasizes reading customer pain points like ants and rodents, using scarcity tactics, and staying upbeat despite hostile prospects and no-soliciting signs.
Chapters
What's up? Hey, what's up guys? We have never had an entrance like this ever. Woo! 6 hours later. It's been a long day. Didn't sell nothing yet. Don't have a slick. Apparently we have to wrap it up soon. We're gonna finish with a deal. Let's go. So I just do a preventative service for you so that way you're not dealing with anything crazy come summertime.
Totally not interested, but thank you.
Take care.
Okay, bye.
Oh yeah, have a good one. We'll go talk to him now. Is he okay?
I guess.
Okay, uh, we're good. Do you want to sign up for the, um—
I'm good.
Are you good? I'm great. I'm trying to go to bed. Okay. No, no, we, uh—
Dog off.
I'm pissed now. Okay. No, it's not okay, bro.
We're in trouble.
We apologize.
Get the fuck out.
Fucking tired of you guys harassing me, boy. That escalated quickly. Well guys, it is pissing rain right now. We are still knocking doors, so goals don't change if the weather changes. You need to adapt to the weather. And so we went out, I got an extra layer today, you bought— I brought an umbrella, bought a poncho, and we're still going out and we're making things happen. Like, guys have overheads over their doors so that there's protection from the rain, and you're still able to have conversations. So if you're like struggling to sell in the rain, just buy an umbrella and buy a rain jacket, and then buy my sales training course so that you don't suck in selling in the rain. Because if you know how to sell, you can sell in the rain, you can sell in any weather. Yeah, get an umbrella, get a rain jacket, buy Maser Sales Training. Hey, name's Austin. I heard you guys say, who is at our door right now? Well, a lot of people in—
yeah, they're, they're in training today. We've had some issues with a former spouse driving around.
Oh my gosh, that spooked you.
Yeah, yeah, yeah.
So don't— we sell bug spray.
Jesus.
High five. Don't worry, I'm not the ex-husband. I don't even want to have to open that can of worms. So let's, let's think about happy thoughts. So I kill bugs.
Hi guys, you're in training, all of you? Yeah. All right, come on up.
So as far as the bugs go for you, has it mainly been the ants or has it just been the spiders or both?
I have chickens.
Yes.
And this is what we're dealing with.
Oh yeah, the mice and the rats.
We've resulted to a .22.
Yeah, that's a good one. We have that service. It's just a little bit extra. Okay. Oh, I'm kidding. We don't do that. But as far as the bugs go, yeah, kind of fun. You can still blast them, okay? I'm not going to take that away from you. However, I do want to do—
I'm horrible.
She said she— you're all right, you're all right.
I love animals. We've resulted to a .22.
Right. Well, hey, the traps are kitten pet friendly.
What kind of traps are you using?
So they're going to be bait traps. They're going to go in, get the bait, leave. Like, like— I tell you what, you can take a good look at a butcher's ass by sticking your head up there, but Wouldn't you rather take his word for it? The way it works is they eat the bait, then they leave because they get thirsty. They die off your property, basically.
Okay, so we do have 2 ducks and that's problematic.
I can't do this anymore, man.
Okay, so let's just cut the bullshit here.
Go right to numbers.
What is the price? Is this monthly? Is this one time?
So anybody tells you you can do a one-time service, they're full of it. It just doesn't work. You need to be coming out about every 3 months to make sure we're constantly on top of these. Okay, what's the square footage of the home?
Too tiny.
I don't have too tiny on here. With you being a social worker, though, I bring it down to $149 for literally everything.
So foolish right now.
Yeah, well, no, this is how we do it. So basically, I'm glad that you like our pitch.
So foolish right now.
And then we'll shoot you that number, the call before we come out. I'm signing you up. What's a good phone number for you? 207. Good email for you. What's a good email for you, Brittany?
Fuck.
Oh, it wasn't fuck for the email?
No.
Okay. Squeeze me. Oh, you like my jokes? I do. That's email. Okay.
I'm a funny person.
I can tell. It's fun. Okay. All I need to sign you up is just debit or credit and we're good to go.
Yeah, I hear you. I know how this works.
So this is the objection handling part in sales. At the end of the day, your husband, I swear he's not going to care. He just doesn't want to have the rats.
Is this your side gig to go through the academy right now?
What? Help me understand. What's the academy?
Law enforcement, like, written all over you.
Oh, really?
Yeah, kind of.
Bald white dude. Is that what that is?
That's good. You don't look firefighter-y. Firefighter?
What do I look like? Good-looking men, right?
No, no mustache—mustache is absolutely required!
I know he's busy and I know he's working so if he does not answer this was not meant to be at all but yeah let's call him let's see what he says hey honey you want to have some fun oh whoa wow 6 kids guys, 6 kids Right now, Craig, we're looking for debit or credit, dude, because the truck's coming here tomorrow. I knock out the entire property. Here's what's cool. You see anything in between, call us. From here on out, I don't want you shooting a .22. Just call us. Okay, your wife's the one that shoots a .22, apparently. I need some proof in the pudding. Is there any way you can do a trial, like a 3-day trial? Here's the proof in the pudding, okay? Because, well, 3-day trial— someone tells you do they 3— they do a 3-day trial, you won't see rats again, they are full of fill in the blank, Brittany. What? You blew it! If anybody tells you they can do a 3-day trial and make all the rats go away, what are they full of? Um, I'm not sure. Baloney. Oh, that sounds very fair, very doable, but I just, I, at this point in time, I don't have $70. Brittany might. Now, if you give Brittany the green light, are we good to proceed? Why would my wife need the green light from me? She's her own person. Consult with husband. That, I honestly thought we could have had it, so. I spent more time there. I was like, do I think I could get it? But hey, I didn't get it. But she was insane. It's good. And honestly, like, I've got a lot of thoughts during the day when I get close like that. Like, dude, Brody would have sold that. No, we wouldn't have. No one would have sold that, dude. Do you take entertainment in payment? I was actually a little surprised that she gave me the objection after that because I literally said, I'm signing you up right now. Are these spiders. Have a nice day. Yes sir, uh, God bless, take care. Okay, cool. So on the next— sorry, this umbrella is like big. Well, shoot, dude, you're fired. Yeah, dude, I guess I'm too big. I'm not interested. I'll show you the numbers because I think once people see the numbers, they're like, okay, we'll try it out. I'm, I'm really not interested. Okay, gotcha. Again, uh, yeah, that's why there's no soliciting sign there. I know most of the neighborhood had no soliciting signs, so you heard me out for a surprisingly long time for the no soliciting sign. You're a nice guy. Chance. So I guess I know they've got a no soliciting sign. Yeah, dude, there I've got one. Yeah, yeah, totally, dude. I didn't see a sign. Uh, do you want to sign up for the pest control or you good? God bless you, bro. Take care. I try to keep really, really fun because when stuff like that happens, a lot of times reps feel like they're in a hostile neighborhood. It just happened to be a hostile person, not the whole neighborhood. I can't see you. Hello. Mainly it's been a lot of the ants and spiders. I don't know where you're at. Like this tin foil on the door, but— Sun reflector. Oh, does it help keep the house warm or something? Helps keep it cool. I have never seen that in my life, but I kind of like the idea of it. When I went to Boy Scouts, we used to use those to keep warm for like wilderness survival. And I am a wilderness explorer in Tribe 54. Well, shoot, I didn't know you could use them on a house. Can you see me through that? Yes. No way. How many fingers am I holding up? 5. How about now? 2. You just have to keep a good attitude. And so I do that. Like, I maybe spent an extra 20 seconds with him, maybe joking, but I still like needed to keep a good attitude. I was so different, right, than all the other door-to-door guys. But, you know, when you worked at the tire shop, you knew you were making your $10 an hour. In this one, I don't know when I'm getting paid, but when I do get paid, it will be way more than $10 an hour. So you just have to remind yourself that, or just anybody that you guys are training with. Um, I know that I'll collect. I got you. We're doing— I can't believe you rolled up right when I walked up. We're doing the bug control out here. We gotta keep, we gotta keep you dry. So I'm here to work. You're here to work? Yeah. What do you mean? She's a 102-year-old lady. I take care of her. Does that 102-year-old lady want to sign up for pest control? No. You sure? Yeah. Can you ask her for me?
She's probably napping.
It's her nap time. Okay, you could tell her the pest control guy is here. No, she's sleeping. Okay, well, I'll walk you to the steps. All right, thank you. Yep, yep, yep. Okay, have a good day. Okay, bye-bye. Yeah, if you don't connect with people, like, you need to be like able to connect to them, right? Hello, hello, hello. Name's Austin. We're doing the training today for all of the bugs, so like the ants and the spiders. What'd you say? No, I didn't say anything. Why are you doing this? I know, it's crazy. I have to be out here working. Trust me, if it weren't for the— like, I wish it wasn't raining, but it is. So I want to get you set up on the service. Our truck's coming here tomorrow. It's mainly been a lot of the ants and a lot of the mice and rats, okay? So we just get everybody set up on the service. We treat the yard for you. That way nothing gets close. We're not gonna be here. I'm gonna be away for a while, so— Oh, we can just treat the outside. No, I'm sorry. No, it's okay. We are doing it cheap if you wanna sign up. If you wanted to. No. Yeah, yeah. No. Okay. Have a good day. Okay. You have a great smile. Okay. Take care. Lots of deer. You really are the Granny Whisperer. Uh-huh. First time ever herds of deer came into this neighborhood. I can't kill the deer. I'm sorry. I don't want to do that. Well, anybody got a .22 to kill a deer? I don't know. Your neighbor does.
We've resulted to a .22.
Conversation that you guys can have is like, oh yeah, so, you know, where do you go during the rest of the year? Do you guys talk about that? Is it typically Texas or what? A lot of Florida, the Carolinas, Texas, Georgia, anywhere hot. Okay, for the summertime. Yeah, so I'll keep that in mind as I'm pitching, but like asking them, like, if I ever run into like a summer person, oh yeah, cool, where do you go during the rest of the year, right? So that's just something I picked up right there. But I, I just feel like before I went over pricing, the one thing that I was like, oh cool, that actually worked out really well. I was like, obviously the money's not a problem for you. I just want to do a discount because we're already here. Just about controlling your community. You want to step out that way you don't have to hold the dog back? I'm all set. Thanks, guys. Well, no, I'll just basically show you. Basically, God bless you, man. Hey, real quick, do you know these guys right here? Okay, so I think they're set. Yeah, they're all set. So we're doing the flush out. So for a lot of the ants, you know how the mice get out here? Yeah, it's bad. When is the last time the house was— I'm sorry, I didn't hear what you said. Don't need you. Oh, okay. We're just doing it super cheap for the discount. We do the full inside outside. Okay. Hey, well, you're sweet. Have a good day. So sometimes Okay, you see how I was like, acted like I couldn't hear her and then she like opened the door? Yeah, I occasionally say the word ums, and then if I ever slip up after teaching this, there's somebody in the room that's always like, you said um. We all say um. The way that I— you guys just heard what I just did, right? I pause instead of saying a filler word like like, like, um. What are other filler words out there? So, but, but just when you guys are speaking to people, just try to eliminate a lot of the ums. So if you guys ever feel the urge to say the word um, just pause instead and replace it with silence. Can we try that just throughout your guys's— that's something that I saw pop up in the service pitch. I was working with a guy in my roleplay group this morning. I was like, dude, take your ums out and let's see how it sounds. Takes all of his ums out and he sounds like a sophomore rep. I'm like, that's great, let's do that more often.
