A pest-control sales trainer shows why closing right after you quote a price kills deals. Instead, break down the price, pivot to what they actually get, then ask for their number. He claims this script brought him 1,067 new accounts in 4.5 months.
Too many pest control reps are closing right after they go over price with the customer. They might even be trying to do a weak close, or they don't close at all. Some of your closes right now sound like this: So, Mr. Customer, it'll just be that $89 a month. Does that work for you? Stop doing that. It's super weak. Instead, use the price redirect close method. It sounds like this: So, Mr. Customer, that first service for you is just going to be that $150. After that, it's just going to be that $150 every 2 months for you. It breaks down to be, what, $75 a month? And that's going to include everything for you— the full yard, the base spray, the eave sweep, and the entire garage as well. Now what's cool about that is if you ever do see bugs in between those treatments, make sure to give us a call and we'll come back out for free. But we'll always call you before we come out, that way you know a truck's on the way. What's a good number for you, John? Do you see how in that example I give the customer the price and it's very clear and distinct. I redirect them away from the price and I start talking about value, and then I come back and ask for a phone number. This is the most effective way to sell, and this is how I did 1,067 accounts in just 4 and a half months. Implement this into your pitch and watch your numbers double.
