Pest Control Sales Training: Advanced Door to Door Techniques

Who was on time? You were? Who was late? Raise your hand.

You were late.

If you didn't raise your hand, it means we need to do 30 burpees afterwards.

You're late.

That's a CrossFit burpee, you guys. We're CrossFitters here now. I'm a girl dad, and so my daughter loves Little Mermaid. I promise you guys, there's a place where this is going. Who knows what happened to Little Mermaid? What happened to Ariel's voice? What I want from you is your voice.

My voice?

She lost it. Okay, there's a scene where Ursula is like, don't forget about body language, and don't underestimate the importance of body language. And it's like this song, this big old Ursula is just walking around and she's basically saying like, hey, you lost your voice, but you still got your body language, okay? In your service pitch, you guys need to use body language. So before I go over any technical stuff today, we're just going to do body language. No one's allowed to freaking talk. Y'all all just became The Little Mermaid. I'm Ursula. I just took all y'all's freaking voices, and all you get to use for your service pitch is your body. I, I'm going to give you guys some coaching points after this, but I'm just curious what you might do without your voice. You're not allowed to talk right now. I'm Ursula, you're the Little Mermaid.

Not talking is weird.

Okay, cool. Okay, let me give you some good round of applause. Good job coming up. Okay, so the reason I had Tony, right?

Yeah.

The reason I had Tony come up is because a lot of you guys don't have planned body movements for your words. What was the movements yesterday that I did for You guys, you guys a lot of talk a little bit, but like, what are the some words— what are the things I did yesterday with— for you guys when they said, as you know, they just— if I did like this, it wouldn't work. As you know, they just do the base, they just do the inside. So I'm doing chops because this shows certainty. As you know, they just do the base, they just do the inside. That's it. They're not a bad company, that's just what they do. Tell me if you guys know, like, at the very end I'll do my motion, you guys tell me which part of the service I'm doing, okay? Yeah, what you guys are watching right now are snippets from my trainings that I do with companies when I go visit them. I actually have all of them recorded on my course. If you want to have the entire training to be able to see all the sauce, go hop on my course today. The app is Maser Sales Training on the iOS store, or go click the link in my bio and you'll be directed to my webpage, masersalestraining.com. Just don't forget to download my new iOS app where you can have access to all my videos Guys, it's $100 a month. You'll make your money back from this within the first 2 days of knocking and more. See you guys in the course. Enjoy the rest of the video. Okay, cut. I just did— what was I doing first? Who got it? The yard. Okay, what was one of the yard things? You guys saw that? Okay, what about the base spray I had down here? Guys, I was on my freaking knees doing this. Like, hey, you see this right here? So I'm selling the service. What did we say earlier? Your words, your body shrieks. So if I am moving my body, I'm actually persuasive. That sort of stuff you can do with customers and it will help them stay more engaged. So throughout the service pitch, I'm going to do an engagement question the whole time. Alex Moller right here, president of Redline Marketing. I want to know why you decided to have me come out for 3 days to train your people. Like, how'd you hear about me? Why did you decide to make the investment?

So we had 2 reps individually that bought your course last year, Ivan Bonilla and Ray Dollar. And Ray Dollar went from being middle of the pack to top of the pack. So that for itself speaks for itself. Second part is when I jumped on the phone call with you, you were very honest. You seemed like you have really high integrity. And you didn't come across as typical, just A-type, like, "I'm the best," like, over-the-top type of guy. You're the type of guy that can level with individuals because if someone just feels like you're above them the whole time, it's not like a pleasure. You can intimidate, and sometimes the learning isn't facilitated to where it actually could be implemented. We've hired other people before in the past and things like that. So that's had something, you know, big time to do with it is I felt like you were just a very genuine guy. That's the second part. And then third was your social media speaks for itself, right? Like your channel, I think you have like a bunch of subscribers. I don't have Instagram, but people show me their Instagram because you have a lot of followers, things like that. So I think you're qualified on, you know, out of all those three different aspects.

Yeah.

Well, I've loved working with you guys. Alex Malo did 1,000 accounts in 2020.

2021.

2021. And I think training— you probably agree with me on this— training is such a different skill set than selling. And one of the things that we're going to talk about here in our leadership meeting is how to effectively train your reps. So my whole goal in doing this camp with you isn't just to like share cool stuff. I want to help you guys turn into better trainers as leaders so that when I leave, you guys now can kind of carry the flag, or what is it called, carry the torch or Yeah, yeah, I'm gonna pass the torch to you guys so that you guys can continue with high-quality training. So super grateful you guys had me come out. You're awesome.

Awesome.

Thank you. I believe that if you guys don't ask God for anything and you just kind of go through life, he's just gonna let you kind of do the, you know, the default option. Just kind of go through, kind of be average. But if you're like, God, I want to do these amazing things with my life, you put them on a vision board, you ask for his help, and your actions will start to change because you want to start hitting those goals. Y'all's future in sales depends on you needing to make a commitment to not sell an initial under $50. If you guys don't kick that habit, we're cooked. Like, we're so cooked. Okay, I promise.

I promise.

Not to sell.

Not to sell.

An initial service.

An initial service.

Under $49. Under $49. For the entire time that Austin is here.

For the entire time that Austin is here.

There we go, good. Okay, are we all good with that? Yes.

Promise.

What if it's our 10th sale? If it's your 10th sale, you're allowed to do your initial for $10.

Yes!

I'm like, I'm giving you guys a lot of grace, okay? $50, bare minimum, y'all are fine, okay? Guys, we're like halfway through your pitch right now, so go ahead and find your partner. I'm gonna go ready, break, and we're gonna go. Ready? Okay, who's seen The Dark Knight Rises where it's like Bane in the stock market and he's like, do you feel in control? I'm in charge. Do you feel in charge? You have power. You think you have power over me? I've paid you a small fortune. This gives you power over But like, this is not that, but it's like, dude, it's like, dude, I really want to help you. So here's what I'm gonna do. If you guys do, obviously don't be aggressive like Bane. I'm just always thinking about this when I'm like, come on, Kevin. I've done that with customers and they don't care. Okay, when we hear the objection, we micro-validate it. What are some examples of micro-validating? One word.

Totally.

I hear ya. Gotcha. Awesome. Adrian Hernandez here is a regional manager here at Redline. I just finished up a 3-day camp with you guys. I want to know— it's not cheap to have me come out here. I want to know if the investment that you guys put into this, if you think it's actually going to pay dividends moving forward.

It already has tenfolds. Before you came along, contracts weren't as high as they were. You know, we were doing maybe $20 initials, $45 a month, $40 a month. After you came, made a standard of $50 Minimum, I've been selling $100 initials, something I didn't even think about doing before, and the $59 a month just increments, and it makes it better in people's minds instead of doing the one lump sum to make it easy monthly payments. So everything just worked out tremendously.

What are you gonna do as a result of this camp in your personal sales and as a leader? Like, what changes moving forward in your personal sales and how you lead your guys?

So I've already started to make the change. I've bought the course for myself so that way I can implement whatever I learn into the new recruits that come in. I'm also gonna start changing habits in my life to where I can increase and make thousands more than what I already am. That way I can live the life I know I need to be living.

We talked a lot of mindset. Like, we talked a lot more about like how we, how we talk to ourselves, morning routines, goal setting. And so, dude, I'm excited for you. Of all the people at the camp, I feel like you were super, super focused and like you picked apart the, the training I was giving to you because you had so many questions. So I think that's gonna, that's gonna go so far for you because you're very analytical about training, but you're also willing to put in a lot of freaking work. So I'm excited for you, dude. Thanks for having me. You're the man.

Cool.

Doing your morning routine and starting on a high frequency sets yourself apart big time because you just roll out of bed and showered and then showed up at 9:59. What, what type of note are you starting your day on? It's frantic. It's like, I'm in a rush. Holy crap, I'm gonna get locked out. Austin's gonna make me do burpees. It's high anxiety versus if you just start your day smooth, you work out, you You get all your nerves out. By the way, your workout should probably be the hardest part of your day. We just did a CrossFit workout today. Norman almost threw up. Kevin threw up yesterday. Okay? But like, the hardest part of my day is not door knocking. It's my workout. Don't sell to people who have dementia. We're not solar salesmen.

Okay?

Um, two, you've got to remember that that sale is going to be based mainly on trust, right? So if they're with somebody that's doing, you know, a family member that comes and helps them out from time to time, if you do end up selling that person, it's going to be mainly based off of trust. Does that make sense? All right, I'm going to have somebody come up, maybe somebody who hasn't gotten to go much, and to just volunteer. Kevin has not gone yet. Come on up. Come on up. Kevin.

Okay.

All right, you ready? So let's have you do this. Start from your intro. Ready? I'm gonna be out back here. All right, Tina, put the dogs up. Ain't nobody knocked on my door yet. Who is that?

It's Muffin Man.

I'm gonna get my gun. You're all gonna die. Okay, one more time. Ready? I want to just, just be like, knock knock, bug guy.

Knock knock, bug guy.

Hey, what? Who is that? I mean, I'm still in my house. Who is that? All right. Oh, hey man, what's up?

Hey, how's it going?

I'm good, I'm good. Hey, we're watching SEC football game right now. Awesome. Um, you got a card or something?

Come, uh, you should go check this out real quick. Uh, stand where I'm standing.

Okay, so just tell me who you are first before you do that transition. I know, hey, this is gonna be really, really hard because I'm, I'm being in character. Can Kevin Can Kevin still sell me while I'm being in character and trying to throw him off?

Okay.

Hey, what's up, man?

Hey, how's it going? Good, good.

Hey, we watching the Georgia football game right now. You got a card or something?

Sure, I'll be super quick. I work— I run around here with 50 neighbors. Nothing crazy, it's just the pest control.

Oh yeah, I do all that myself, man. I appreciate it.

I'd be surprised if you didn't. Yep, you'd have bugs crawling up and down your house, right?

Yeah, I do it all myself. We're good. I've been living here for 30 years. I've been doing it myself every 30— all 30 years.

I'm glad that you're doing something for the bugs. Yep. But come check this out real quick. So you see how you're still getting all the cobwebs up here? Oh yeah, yeah, yeah. They like to push inside the house. As you can see, they have the little egg sacs that are dropped out here.

I'm gonna knock them down right here in a minute.

Exactly. And if you don't mind me asking, if you don't mind me asking, what do you do for work?

Oh, I work down at the distillery down the road.

Okay, let's be real, like, keep going, keep going. Let's Let's be real, like, you have better things to do than pest control, right? Yeah, yeah, I'm out here in the neighborhood. I'm running a route. I'm getting everyone on a group rate, so it's actually coming out at a killer deal right now, man. What's the square footage of your house? I'll show you how it works.

Um, we're looking at what, what, like 15, you know, 2,200, something like that. 2,200? Yeah.

Dang, bro, that's— dude, that's a mansion. You got an extra room in there? No, but typically if you're to call me out of the office—

okay, cut. Round of applause. Okay, okay. Good job. Was this training helpful for you guys?

Yes. My product is the best in the business and everyone wants it. I dominate my area. I can persuade anyone. I sell every single day. I constantly improve. I don't take no for an answer. I achieve every goal I set without question. I'm a master closer. I improve every day. Every no fuels me. I'll knock anything. I'll sell anyone. I'm in control of my success. I take responsibility when I fail. I'm a positive person. I build others up. I collect payment. I'm always prepared. I sell every day. I never bagel. I never bagel. I love my job. No one's in the way of my dreams.