IMPORTANT TO REMEMBER Flashcards
What’s the formula for delivering an “Ace”?
Preface → Feature → Benefit → Price Value → Close
Example:
“You know how spiders love decks? (Preface) We treat the whole area (Feature), so no bugs ruin your BBQs (Benefit). Usually $50, but free today (Price). Mind leaving the gate open? (Close)”
Name 3 common “Aces.”
Garage flush, deck/patio treatment, pool perimeter, warranty, initial discount.
What’s the #1 rule for price discounts?
Never lead with price—sell quality first.
Why give initial (not quarterly) discounts?
Sounds bigger, creates higher cancellation fees, and avoids low-profit contracts.
Script for a discount:
“Since my trucks are here, I’ll knock $30 off today if you sign now.”
Customer says: “I have a company.”
“Awesome—who’s your provider? [Then contrast services].”
“I need to talk to my spouse.”
“Happy wife, happy life! But trust me, no spouse hates a bug-free home. Want me to call them together?”
“It’s too expensive.”
“You’re right—we’re not the cheapest. But for $X/month, your family won’t see a single bug. Worth it?”
Name 3 types of closes.
Assumptive: “What’s your email for the contract?”
Service: “Should we treat the garage too?”
Hard Close: “Let’s get this done—deal?”
Script for an assumptive close:
“Morning or afternoon works better for your first treatment?”
Customer says: “Not interested.”
“Totally get it! Quick question: How long have you lived here?” (Redirect).
“Just leave a card.”
“We’re eco-friendly—no cards! But I can text you the info. What’s your number?”
Icebreaker line:
“You don’t have the ‘rona, right? Great—me neither!”
Joke during contract talk:
We’ll lock you in for 30 years… kidding! Just 24 months.”
What’s the real objection behind price?
Lack of trust or value—not money.
What’s the best way to respond to silence after a close?
Wait. Let them break the silence first.
