Overcoming Pest Sales Objections and Switchover Sales

Ben, hello!

What up, brother?

Good morning, dude. It just, uh, your boy just Ubered in.

That's it. You gonna hit a door?

40 minutes? Yeah, let's do it, let's do it. I, I, uh, I literally have not knocked, um, for a long time, so just throw me into it, dude.

Let's see, first door, first deal.

Okay, let's do it.

All right.

I think he's gonna sell it.

Hey, how you doing?

Good, how are you?

Good, good, good, good. I'm Tyler. The reason why we're out here is we work with the— How you doing? We just take care of all the bugs for the neighbors out here. So Denise, she's on the corner there, just 4 doors down, but we take care of her and a ton of her homes. But for you guys, do you get more ants or more roaches out here?

The ants, really.

Kitchen, bathroom, right?

You just kind of attack them local and they come back.

Yeah, that's it.

Later.

But yeah, 100%.

Yeah, it hasn't really been a problem with the roaches so much. Yeah.

Um, reason why I'm out here now is just when we do all the neighbors at once with the ants, we just bond again and do it for cheap. But, um, big thing with these houses, they're built on post and pier. So if you look down there, there's a bunch of pipes that come up and underneath the home, right?

Right.

Now ants are going to get on the pipes and and there's a little condensation, and they follow those right into the house. And that's why you see them in the kitchen, right?

Then the bathroom, got just cracks in the holes.

And then pricing's simple. Have you looked at our rates at all in the past?

No.

Okay.

No, but yeah, I don't think I'm— it's something I'm interested in right now.

Cool, cool.

But appreciate your time.

Yeah, I can just run the option real quick. Um, normally if you called me out and said, hey Tyler, just have bugs, I want to get rid of the ants, it'd be $399 because we come all the way out from Kapolei, right?

Yeah.

Um, after that, super cheap, just $119. That covers all the services. We bill that once per month just because that will take care of all the bugs plus the guarantee. Um, but the reason why we're here— do you mind if I see that real quick? Just because we're doing so many homes right now, that's where we make it really easy, do a $200 discount. So instead of paying that initial fee, it's just $150. $150 because we got everyone out here, and there's just $119 after that. We don't ask for any long-term commitments, um, just 1 year because that gives me enough time to break up the egg cycle so we can get rid of the ants for good, right?

Yeah.

Does that sound reasonable to you?

I mean, sure, it's reasonable, but we're, we're managing it.

Um, and I know most folks out here keep doing that for now, right? I know most folks out here, they do treat themselves, but You know how the ants are, man. They just keep coming back. Oh yeah, well, I mean, yeah. What do you say?

No, thank you though.

Is it more just the price then, or the services itself?

Yeah, we're trying to cut back on everything right now.

Okay, okay.

Can't really be adding on.

Totally get it. Here's just like a crazy Hail Mary, because you're mentioning it truly is just the ants, right? Around the base. Okay, and then you get it here. And then when they do get inside, it's just kind of like kitchen, bathroom, right? Do you know where they see them?

Um, she hasn't really complained much. She did have— actually, they came through the beam.

Okay.

In the garage, there's a little crack through the wall, so I patched that.

If you're willing to give us a shot, and it's just because I really want to get the spot filled so we can seal it up for the year, I'd even just take the initial off completely and do it for just $99, and that'd be for this unit and this one. And instead of paying the $119 just to keep the route moving, I'd keep you at that $99. Best part is if you do decide to keep us after the year, you'll see grandfathered into that rate instead of it bouncing back up.

Right.

Does that sound more reasonable for you?

He's not gonna make it. He's gonna make it.

I mean, it's a good price, dude. I'm sure.

No worries. Yeah, well, thanks for talking to us. Appreciate it big time. Yeah, yeah, if you see us out here, just say hi. Okay, we're hard to miss, hard to miss with the shirts. So we'll see you.

Yeah, hey, take care, man. Appreciate you.

Manage you. That's like one interesting thing about Hawaii is there's so many bugs, but you will get folks like that that are just a little bit more tolerant of them, right? Yeah. And, uh, and yeah, I don't— I bet— but I can feel good about— I went through my cell cycles, I did the 3 I needed to do.

Yeah.

And at that point it's like, cool, I feel like I covered my bases. You're gonna say yes or no, you know.

One of the things I noticed with you, dude, it's like you follow your cell cycle like to a T. Yeah, yeah.

And that's a change. Yeah. And honestly, I mean, that's that every guy, and it works. Yeah, it's We got the seats too. 7 Golden Door winners, per up average of $250+. Like, yeah, just plug and play, baby, you know?

Yep. So I'm here with Chris Pierce. He lives in Hawaii and he's one of the coaches in the Collective movement with Corey Clark. I actually had the opportunity to be a part of their coaching group. It's all about men's mental health, and these guys really helped me have the courage to be able to take a leap of faith and start Maser Sales Training. So really, really grateful for what you guys did for me. And for anybody watching my YouTube videos, mental health is such an overlooked part of sales. If you don't have your mental health in order, it can totally throw off your sales game. And these guys are the guys to talk to, to kind of get involved in a community that focuses on mental health and community.

So yeah, well, you've been an awesome part of it, so we've loved having you, and it's just been really, really cool to get to know you and understand you. And support you in your journey. But I think the biggest thing is really the mental, emotional support that people need and often don't even realize until they do the collective and realize like, oh my gosh, I can level up so much more having these brothers and people that I can call on at any time. And then my background's in sports psychology, Corey Clark's, his is marriage and family therapy. And so with the two of us We're able to just help so many people to understand themselves, get the support, the help that they need so that really they can, can reach that potential that they're really trying to reach for.

Yeah, and such a cool environment. The retreats, the coaching calls that you guys do. So hit these guys up. They're wonderful. And they do these things where when you give each other hugs, you don't pat because that's like—

no pats—

you feel weird. So we'll do a hug. No pat. Love you. Love you, brother. What up, pest control reps? If you're starting out this summer and you don't have a coach or you're not into sales training yet, you need to be on Mazer Sales Training. On my course, I have over 100 videos of me selling to real customers door-to-door in every region of the United States with every single objection in every single demographic. You need to be on there because I don't just tell you how to do it, I show you how to do it. Also consider joining my roleplay group. Monday through Friday we meet, we roleplay for 45 minutes a day for just $249 a month. You have access to work with me 20 times a month. Last but not least, hit me up if you need a coach to work with one-on-one. Well, we'll actually do 2 phone calls catered to you specifically, and then also we'll AirPod shadow you where I give you real-time advice while you're on your doors through an AirPod, and I will help you attack those closing windows right then and there. So whether it's me or somebody else, you absolutely need to have a coach I expect to see you on the course. Use code MASER20 to get $20 off your first month. And so we can— so that we can get you training and get you selling at the highest level possible.

The biggest thing I learned from you when you're in Portland with us was switchovers, man.

Yeah.

Portland, Portland has companies, don't get me wrong, but dude, you're like the switchover king being from the South, right? And whereas Portland's a bit of a new customer market, but No, really, production will increase by 20% if you can get that pitch like completely down, right? So what do you call it again?

The Trojan Horse Template.

Okay, that's right. That's right. So, yeah, the fact that you're so aggressively— first of all, I've never used a template before, right, to cancel customers. I've tried everything, like the old school calling them and stuff. That takes way too much time. I don't have time to do that anymore, right?

Yep.

But to aggressively get the template in their hands before you even sign them, that was a complete game changer this year for my reps, right? As far as switchovers go, that was amazing.

Yeah, you wanna make sure if you're a sales rep canceling at a company, that when you leave the door, the company is canceled.

Yep.

Okay?

Yep.

But the Trojan horse template refers to getting them the template on their phone well before you've even given your service pitch. And it sounds like this. It's gonna go, hey, and by the way, this is also lowering their guard, okay? Oh, and by the way, assuming you even were to switch, it's super simple, super easy. I take care of the whole process for you. In fact, I have this template. All you do is just copy, paste, and send it over, and that's it. In fact, I'll just send it to you. That way you can see what it looks like. I'm not canceling them. I just want to see what it would look like. What's a good number for you, man? I'll send it to you.

Yeah.

Cool. So what happens is when I send you that template, I get your phone number. I get your first and last name. I also get your address. And if you think about in a pest control sale, the only thing I'm really lacking is your email and a credit card. So the only closing information I need to get at the end of a sales process is going to be your email. So it works, it works like a charm because if someone's willing to give you all that information, they're also way more likely to, to be closed later on in the sale. So this sales tip that I learned from Tyler Wyman this summer completely changed the way I looked at sales. So Tyler, you do this thing called the 3-step sales cycle, and no matter who you talk to, you're always going through your 3 sales cycles, and you have the receipts that show like this works pretty well. Your per rep average is— was it over $250? Yeah, you've cranked out a ton of Golden Door guys. So way different than the way I sell, but also showed me like, hey, there are other ways to sell that also work. Tell me a little bit about your 3-step sales process.

Yeah, so this process, gosh man, I really got it nailed down clear back in my second summer, and it took me from 160 accounts to 755. Right? And the way that I train all my reps, or I've done every door since, it's really been the same thing every single time, right? The first sell cycle, it's about just all the boring stuff, making sure they understand the contract, the info, the pricing, all that, and a general idea of what it services, right? The second sell cycle is going to be all about some sort of value-add, um, giving like a freebie or service drop or something like that. And then where 80% of the sales are made are going to be the third sell cycle where I do some sort of price drop from the anchored price and I can wrap up the deal and built enough value and gotten it right. And then even from there, if I need to, you know, I'm getting sell cycle— like, if I'm getting, if I'm getting buying questions or anything like that, I'll keep going with them, right? But at least if I can get past those 3 sell cycles, I'll know that I did everything I could at least to really measure their, their interest level and know if I should have kept with them or not. Right.

Yeah, one of the things I noticed from you as you're selling is the line that you use to kind of wrap up that third sell cycle. I hear— is that sound fair enough, or that work better for you?

My close is like the chillest close in the world. Like, you could almost say it feels like a soft close, but I'll leave it like my go-to close. That sounds fair, right?

Yeah.

And I just wait.

When we were watching you sell earlier today, I'm like, one of the things I noticed about you is that you don't necessarily have to twist everybody's arm into buying. A lot of times you give them the opportunity to say yes after you've gone through a ton of sales cycles. You stay so mellow and so level-headed.

Yeah.

And you're just focusing on solving the problem. So big takeaway I learned from you, brother. Cool. So that's how I got the restraining order against me for the 55-up community.

Thank you. That sucks. Yeah, should probably go work.

Yeah, let's go.

Okay.