How to Overcome Smokescreens in Door to Door Sales

They won't do that included in their normal package. You guys must have paid to upgrade to the higher one. Yeah. Okay. Yep. Yep. And, and the boss, she's here right now, right? No, she's still really shopping. Joel told me you were shopping and I'm like, my wife and y'all would get along great. She got the same, uh, Kia. Your husband seems super nice. No, you're nice. You're nice. Okay. Hey, well, y'all have a blessed day. How y'all doing today? Good, good. Okay, take care. All right, we're 3 doors in, 2 somewhat hostile doors. One door didn't speak much English. Let's go have a good day. So here we go. How y'all doing today? Name's Austin. I like your haircut, by the way, brother. What do you want? I'm a day sleeper. I'll keep this quick. Take your scooter and go. God bless. Take care, brother. Let's go. Name's Austin. So I'm actually the bug guy in y'all's neighborhood. Are you the boss here? No, I'm not. She won't be here for a couple more hours. We have to come by a different day. Just tell her Austin with Summit came by. Pest control. Spray for bugs. Oh, we need that. We need that. I will tell her you came. Why you say that if you don't want me asking? The people that we have, they're horrible. They don't completely spray. Can I ask you real quick, who are y'all with? And then if you think it's something mom would like, which I think she will, then we call mama. And what does mom do for work? She's a realtor. Oh, she'll like this. She's in sales. So salespeople are my favorite people to help. Dude, your neighbor across the street is jacked. Yes. He wasn't too happy I knocked on his door. Take your scooter and go. He wasn't too happy. He's nice though. I promise he's actually really nice. Yeah, yeah. Is he out there right now? Yeah, he's outside. He's in a white shirt. He's a police officer, so you know they're— Okay. Careful. Okay, y'all take care now. You're a realtor, right? I love it. So she also told me y'all are inundated with spiders. Let me just show you this quick, because look, if I get you signed up today, look, instead— I'm not going to commit today. I'm up to here. I just want you to know what the pricing is for today. No, this is different. So it would be $300 today and then $99 a month. I get you set up for today. And this is where I'm going to shoot my shot still, because you're a salesperson. You'll respect the hustle. I'm going to do it for $59 for you. Let me give you a tip. Yes, ma'am. Repeat our name over and over and over. We cut you out. Oh, that's, that's bad. That's something I'll do in old school. I don't want to say your name anymore, but this is what I'm saying. When you're doing your pitch, anybody else, if you repeat the name over and over and over, if you already get their attention, you just keep repeating the name over and over. It doesn't work. You're doing excess to yourself. You're whacking yourself out. Give me a mulligan, please. I'm going to try again. Not today. Okay. You got my number. I got— you send me yours, right? Yeah, I really gotta go. I really gotta go. You're fantastic. Hey, you're great. All right, fist bump. Oh, light. There we go. Okay, take care. There we go. We're cooking, dude. I'm in this little area that I plotted out. Um, hopefully it picks up a little bit more, but are you close to me? Um, I'm probably 4 or 5 minutes away. Yeah. There's one deal I should have closed today. I think I'll close it tomorrow. It's an Enviroguard switchover. Okay. He just wanted to talk to his wife to make sure. But I mean, I'm saving him $15 a month. I'm going to pay the cancellation. Yeah, dude. And so I just got to confirm. I don't— but I'm sure I could have pushed harder. Okay. Dude, I— I haven't run into anyone hostile. I feel like those cookie cutters, people are always— they get hit harder. So people are more— tossed out there. Yeah, we're gonna, we're gonna, we're gonna try our hand here for a little bit longer. There's always deals to me in every neighborhood. Oh yeah, yeah, yeah, we're just gonna keep going. So dude, I ain't worried, we're having fun. At any rate, it's incredible too. Oh dude, this is the best knocking weather ever. September knocking is goated. You wanna see the boss here? No, I'm their babysitter. Okay, um, unless you want to pay for pest control for them. I know that you'd be a cool babysitter if you bought pest control for them. You're thinking about it? I think it's out of my pay grade. All right, all right. Well, if you were to do it, we're just doing it for $100 a month. I'll let them know. You probably never ever— they'll probably never stop using you if you pay for their pest control. I've been here like 2 years. You're awesome. All right, take care now. There's 2 cars in the driveway. Open garage. I don't know if that was a babysitter. Tell a lie. I'm their babysitter. Are you? It's out of my pay grade. So you're seeing videos of me not selling deals. If you want to see videos of me actually overcoming real objections, you've got to hop on the training course. But the point here is even a 1,000-account rep gets told no, believe it or not. Isn't that crazy? But yeah, go hop on the training course, masersalestraining.com. Use code MASER20 to get $20 off your first month of Maser Sales Training. You won't regret it. This thing will pay itself off in like 2 deals. Uh, complete no-brainer. Like, you're gonna have monthly coaching calls with me on Zoom. You're gonna have access to all my live sales that I upload during the year. I'm uploading like in-house training on there. Anybody who takes pest control seriously is on that course. Everybody else, they're getting left behind. So go ahead and hop on. I'll see you guys on the other side. When you guys hop on the course, you'll have my personal cell phone number. I look forward to coaching you, but And let's go hop back into the video to see me sell more deals. Let's go. Okay. Which door should I not knock on? The one with the garage on the side? Yes. Beautiful. See, you saved yourself a ton of like, oh, I got to go to the door now. All that stuff. This is called a Segway. Ask Santa for one. Who's Santa? Santa? Scott Calvin. Santa! Oh my God! So, okay, take care. In the middle of dinner. Pest control. Take care. Early dinner. Dinner? Yeah, it's 3:30. Let's go. So I like the dog. Cute. I hate to make you hold the dog back the whole time. We're doing the bug control in y'all's community today. I don't know how to do it. I can step. I can step here. That way you don't have to, like, hold him back. He's a big old dog. He is. Yes. Yes. Good to meet you. Nice to meet you. And your name is? Colby. Colby. So I'm Austin. I'm with Summit. This is Norman. Basically, have you guys ever had a company in the past, or would this be like the first time? If you did it, I'm not trying to get ahead of myself. Never. Okay. What are you guys doing currently to try to get rid of the spider webs and the— My husband takes care of it. Okay. That cute little ladybug up there. Yep. We won't do anything to him. Okay. Yeah, those are cute. Okay. You know, they're actually related to roaches. That is not— I'm not kidding. They're similar roach family. Yeah, I kind of ruined ladybugs for you. I'm sorry. They're a lot cuter though, so forget that I said that. Austin with Summit, how y'all doing today? Uh, I'm happy it's finally cooling down a little bit. Um, I'm doing the bug control here. Are you the boss here? No. Okay, is he here right now? Yeah, if you want to grab him for me real quick, I'll talk to him. You're awesome, thank you. He, um, he coming to the front. Granddaddy's coming to the front. All right, how are we doing, Granddaddy? I like your haircut. Oh, thank you. They told me your name was Granddaddy. Yeah. All right, that's not your real name, is it? No, it's Greg. Greg, good to meet you, man. I like your haircut. We met. I know that you guys are dealing with some of like the mud daubers kind of here around the edges and then the wasp nest as well. Uh, you do need to have a company out here in Alabama. It's a must. Do you guys have somebody yet or still not yet? Yeah, got somebody. Who'd y'all end up going with, Greg? Um, we do termites and regular. Okay. Keep them for the termites, okay? I don't even do termites yet, Greg. We're a newer company. However, when it comes to pest control, they just do the base and they just do the inside. Come check this out here. In contrast, I'll be coming out for you every 2 months to get rid of them. Now, before I get ahead of myself, assuming you do switch, here, that one's free, okay? Oh, thank you. It's free, okay? Aight. You know they got lots of protein in them, right? No, right? Look. Okay, so look, no, just leave that review for me. Tell your friends about it too. That'll make a huge difference. I'll give you a review. That sound fair? But I'm not going to commit to anything right now. Okay. Yeah, you're the man. All right. So it is currently 4:07 and haven't gotten anything yet. I've made a lot of progress in like my pitch so far, but generally speaking, I've just had to blow through a ton of smokescreens. So in this video, like, just take note of, okay, how did he overcome that smokescreen? With smokescreens, you just have to remember they're just BS. Like, the whole phrase "buyers are liars" is so true because people who are willing to buy pest control will just naturally have a smokescreen response. You have to have an objection handler or some sort of micro-validation to blow through it. So here are the 3 steps to overcoming a smokescreen in door-to-door. First step is just a smile and a head nod. Like, you don't just— you don't freak out, you don't step backwards. Okay, so you just smile and like a brief head nod. Second thing, you give them a micro-validation, like, oh yeah, for sure, or totally, or yeah, awesome, or totally, I'll be quick, just to make it feel like you're micro-validating. Macro-validating is like, yeah, I totally understand how you feel. We don't need to do that because it's BS. Smokescreens are BS. It doesn't deserve a macro-validation or a big validation. So First step, smile, head nod. Second step, micro-validation. Totally, for sure, gotcha, awesome, okay, whatever. And then the last step is verbally move them. Hey, yeah, just real quick, one thing to keep in mind. Or totally, yeah, I'll be super quick. Just go— I just want to show you this right here. Go ahead and check out— do you see how you get the webs up here in the eaves? And just move, whether it be verbally or physically. Just say, yeah, one thing to keep in mind, come check this out. And you move them to somewhere else so that you get them distracted. Because like smokescreens are all BS. It's not real, okay? You have to treat them as such. What you give energy to grows. So if you let a smokescreen become bigger than it really is, you're talking yourself out of a deal. So implement these things in the very beginning of your pitch and watch how much further you get into the rest of your sales pitch. Duh, duh, duh!