Pest Control Switchover Sauce: How to Close MORE DEALS!

If you're telling somebody that you do more for them, they should expect to pay more or less. You should be anchoring high. It gives you a lot of wiggle room to be able to negotiate. You can switch people over based off of area of coverage. That's one way you can get people. You can switch them over based off of simply price. Like, hey, we love that you're a cheaper price. You can switch them over based off of frequency. We like that you come out more frequent or less frequent. I've sold for so many different companies. I've sold an account and I've switched over the same company's account in the last year. Sometimes people, if they're on a buy mo, I'm like, dude, you need a quarterly plan. Or if they're on a quarterly plan, you need a buy mo plan. If they're on the monthly plan, you need the every 2-month plan. So you can— what do I go? Area of coverage, price, frequency, they have a bug problem or they're pissed off at the office for some reason. Don't get hung up on like area of coverage slash like features, right? If you don't sell based off of that and they're like, oh well no, I think they do everything you do. Great, you have 4 different ways that you can still sell to them. Maybe they're price sensitive, okay? I like to sell in Indian communities just because dude, if you can get one, you get them all, right? Lower CV, but if you can get one, then you're ripping, okay? Frequency. Hey, they're coming out every 3 months. I want to upgrade you to the every 2-month plan. Bug problem. Maybe they love their company, but they still get the occasional ant on the inside. I'm gonna sell them all day. And then maybe there is a salesman that set poor expectations that knocked right in front of you. And, you know, they've been with the company for a year. That's a great way to distinguish yourself. So there's other ways to distinguish yourself in a switchover. That makes sense. Say yes. Yes. Okay, cool. We're cool to switch. We're cool to, to go past the switchover like service pitch, correct? I like to— a lot of my trainings and Brian Lewis knows this. A lot of my trainings focus heavily on the beginning of the sale or the end of the sale. I do the service pitch as well, but I think the biggest and most important part is at the very end as well. So I'm gonna teach you guys how to close more assumptively. Now, in switchovers, if you're telling somebody that you do more for them, they should expect to pay more or less? More. So if you roll out your pricing and you're less than their competitor, they're gonna start thinking it's a scam. So it's okay, when you roll out your pricing, especially if you're rolling out on doing more coverage, you should be anchoring high. Why? Because number one, it adds legitimacy to your product. Number two, it gives you a lot of wiggle room to be able to negotiate. I, if you see, you guys see it in my roleplay, in my live sales, I typically like to use my initial service for my negotiation and my wiggle room. My recurring, I like to keep high. Why? Because, and this is good for rookies right here, so if I drop my initial service by $50,, and that's over the course of 1 month, right? Great. I dropped my initial service $50. That cost me $50 of commissionable revenue. I'm fine. Georgia's still eating. Okay? That's my daughter. Georgia and Frankie still got food on the table. If I drop my recurring rate by $30 times 12, somebody do the math on that real quick. $360? Is that right? Yeah, $360. So my average— my contract value on that account for a $30 recurring price drop just went down $360. I would much rather do initial price drops of $20, $30, or $50 to get to set the hook. So setting— rolling out your initial somewhat high is going to be important, and you'll keep your reoccurrings high too. That's a great way to keep your contract value high. That makes sense. Say yes. What up guys, if you're watching this video, it's because you want to get better. Now the YouTube stuff is free and there's tons of content here, but what matters more is actually seeing how this stuff applies on the door. If you didn't know, I have a sales training app with over 100 live sales, and you actually get to see how this stuff actually works in real life. So the theory is great. This is going to help you a ton. But if you're on this channel right now, you're probably the type of person that invests in themselves. So hop on the course today. It's literally just $100 a month. There's no contract. There's a dang good chance you're going to be on that this summer telling all your friends about it because you're going to double your sales just from the tips I give you. In that sales training course. See you on the course. Use code Maser20 for $20 off your first month and let's rock. Okay, cool. So when I frame price, I'm gonna send this over to you. I'm gonna say, now obviously I always lead into price by saying, I'm sure you're wondering how much this is all gonna run you. Okay, everybody repeat after me. I'm sure you're wondering how much this is all gonna run you. Great transitional phrase to get into price. Then I'm gonna set expectations. I'm gonna go, now obviously it would be impossible for us to be the same rate as ABC Company. Like we're doing 10 times the amount of work. It just wouldn't make any sense. However, I'm gonna be competitive with you today 'cause I do wanna earn your business and help you out with those ants or whatever their hot button is. Why is that an important thing to roll out before I start divulging numbers? I'm prepping them. I'm like, hey, this is going to cost more than what you're currently paying. And it's for a reason, 'cause we're doing 10 times the amount. I'm also hedging against other objections like, "Oh, well we're paying less." Of course you're paying less, 'cause we're doing, you know, you're not getting as much. Does that make sense? Say yes. Yes. Cool, cool. So, we're gonna frame price. Then I'm gonna do price, I'm gonna redirect with anything other than price, I'm gonna remind them that I'll close out their company, and I'm just gonna close assumptively. So let me go ahead and give an example of frame price. Everybody knows how to roll out pricing here, 'cause it's not gonna be very different than what you currently are doing. A redirect is literally talking about anything else other than price. Because guys, what if I took out price and I just went, "Price, close." "Yep, it'll just be $99 a month. What's a good phone number for you?" What's the last thing the customer's thinking about? Price. Versus if I go, yep, after that it's just that affordable $99 a month, and that's going to be for everything. The whole yard, the base spray, the eavesweep. We'll even be coming inside whenever y'all need. And then you all said you had 2 dogs, right? Cool. You said you had 2 dogs, right? What were their names? I don't even care what your names— the names of the dogs are. I'm just trying to change the subject. Cool. Chilean dogs. That's cool, man. Okay, so I got 2 dogs too back home, but I actually don't have 2 dogs. I have a dog back home. My mom had a dog. So I'm just trying to be like a random rep. I'm like, dude, that's awesome, dude. They, uh, just make sure they're put up for 45 minutes while the product dries. I just don't want the dog jumping all over the technician when he does it. But the way it works is we'll always call you before we come out, that way no trucks in the way, man. What's a good number for you? As soon as I say the word 'what's,' I'm going, what's a good number for you? I'm looking down at my iPad, I'm going quiet, I'm hiding under the bill of my hat, and I'm waiting for them to respond with a phone number. Rookies, trust me, this works. Okay, they're going to give you phone numbers. Might they give you objections afterwards? Absolutely. And that's okay. But if I'm actively wrapping up the deal, I have a higher chance of getting it. Thumbs up if you follow me.