objections

Question 1

I already have a service

Answer 1

Yea, I know, it’s bad out here. Who’d you end up with? even better (smile) you’ve seen em treat. typically its 2-3 inches around the foundation (point) , maybe the inside, and some spot treatment(nod head)? 2 reasons your neighbors are giving me a shot…1 i’m local and 2. you see those spiders? i HAVE to

objection, yea not only am i gonna do your roofline, do you know what weepholes are?

And, you’ve had them for like over a year right?

And do you remember why you originally called them out? (HOT BUTTON)

Yeah I’m actually very familiar with their service, have you been here while they’re treating your home? (…)

So they come by with the pump sprayer and do a two inch mist along the foundation which is a good start.
Instead, what I HAVE to do….(Feature and Benefit)

….anyway, I’d love to have your business and I can give you over 50% off if I service your home while my trucks are out here.

Question 2

I’m good

Answer 2

I know me too. What are you doing for the bugs?

Yeah your neighbor (name) said the same thing until I showed him what I’m doing, and the reason he’s using me now…

or
What are you doing for the bugs?

….anyway, I’d love to have your business and I can give you over 50% off if I service your home while my trucks are out here.

Question 3

I don’t have any bugs

Answer 3

I know, not on the inside right, its mostly been out here in the yard.

Yea John said the same thing, what I’m doing for him is, treating all of the entry points to keep the ants and spiders everyone keeps seeing on the outside from entering the home.

or
Sure. I’m here doing a treatment that gets back in the cracks and crevices where the bugs normally get in. Your neighbors haven’t been seeing much of anything on the inside… (pause)…so I’m treating all of the entry points to keep the ants and spiders that everyone sees on the outside from entering the home.

….anyway, I’d love to have your business and I can give you over 50% off if I service your home while my trucks are out here.

Question 4

I need to talk to my wife

Answer 4

Of course, wouldn’t want to put you out on the couch. tell her I’m coming by, what she’s going to LOVE is, everytime i come out.. (feature and benefit)
Look, it’s just pest control but as you can tell I’m extremely proud of what I do. Give me a shot, let me be your bug guy.

Question 5

I need to talk to my Husband

Answer 5

My wife always does the same thing.”
what he’s going to LOVE is… (feature and benefit)Look, it’s just pest control but as you can tell I’m extremely proud of what I do. Give me a shot, let me be your bug guy.

Continue by confidently saying “I’m sure this is something you guys have talked about before, right (nodding head)

or “your husband probably wants to get rid of those ants, right (nodding head)”?

You can then close again by saying, “since I’m already here, why don’t we go ahead and get you set up tomorrow so you can take advantage of the discount?

(If you cannot convince her to buy, let her know that you will be back in the area and that you will stop by at a specific time. Make sure to write down her name, phone number, name of husband (if possible), and the types of pests she is seeing so you can begin where you left off once you return. This information is also helpful in case she is not there when you return. This will provide you with a means of contacting her the following day. The prospect should understand that you are making a special trip back that evening just to finalize the slot you are saving for her the following day.)

Question 6

Leave me a card

Answer 6

Actually, I only stopped by because I’ve got an extra opening on my route…if i can fit you in tomorrow or the next day, i can give you a deal for over half off.

I’m not the flyer guy, im only out here filling out some empty spots, so what I’ll do for you tomorrow is..

Question 7

I do it myself

Answer 7

I hear ya, you gotta do something. What do you usually do?

2 of the biggest reasons do-it yourselfers use my service is 1 I’m local, and 2 i treat the yard every time, which you probably do too right? difference with me, my products get alot deeper into the soil and their much more effective at getting rid of the nesting sites for bugs. does that make sense?

The stuff from home depot is good to kill on contact, but it will never get rid of the source of the bugs. I do two things really well, and that’s why all your neighbors are giving me a shot.

Question 8

I don’t want a contract

Answer 8

It’s only for 10 years. Just kidding :) It’s just a trial period for that first year. It allows me to prove my worth. Most people have me as long as their in the home.
NOW CLOSE

Question 9

I have pets and kids

Answer 9

What’s great about the products I use, is they are kid and pet friendly and it’s the same stuff that is used in hospitals and daycare centers. Your pets and kids can play outside right after I finish treating your yard.

do you want the inside done as well or just the outside?

Question 10

I just want it once

Answer 10

I actually don’t even offer a one time treatment, I’d be doing you a huge disservice. Reason being, I NEED to break that egg cycle.
The first treatment will wipe out all adult pest. But there is no legal product that can penetrate an egg. So, if I don’t come back and take care of all the hatchlings (EGG SHAPE HAND OPENING) before they nest again. You’ll ALWAYS be one step behind the problem. Make sense? (CLOSE THEM NOW)

Question 11

I’m not interested

Answer 11

I’ll make this brief

of course 2 biggest reasons your neighbors are using me is 1 I’m local, and 2, i do more than just a traditional service

Question 12

I’m busy right now.

Answer 12

of course I’ll keep it brief. have you had a professional pest service before?

Question 13

Can you give me a call later?

Answer 13

You could give me a call later, but the price I can offer now is way lower than what you’d get later through the office

Question 14

Screaming Children

Answer 14

If the prospect looks distressed, ask him or her if it would be better for you to come back later, then try returning later that evening. If not then continue if you gucci

Question 15

I don’t want it for a year

Answer 15

Of course not. Most of our customers like to stay with us as long as they live in the home. All we ask is that you try us out for the first year so we can earn your business. I guarantee you’ll want to stay with us for as long as you live in your home.

Question 16

I don’t need it during the winter.

Answer 16

I’m sure you don’t see much in the winter (nod)…that’s actually when I do my best work. Most bugs start to move inside where it’s warm in the winter months and I flush everything out to ensure that they don’t lay eggs or return in the spring. I’m sure you’ve noticed when it gets warm again everything comes right back out. My winter treatment will prevent this by breaking up the egg cycles.

Question 17

I heard that stuff causes cancer

Answer 17

That’s the best part about my product. I don’t use any product that is a known carcinogen

Question 18

its a lot of money

Answer 18

I’m not cheap, I’m not expensive, but I am by far the best value around.
or

show them initial and then tell them about discount

Question 19

do I need to leave my home:

Answer 19

Do you have kids under 1 or is anyone pregnant?

you don’t need to leave, just asking so that I can take extra precautions

Question 20

I don’t want the follow up service

Answer 20

I actually don’t even offer a one time treatment, I’d be doing you a huge disservice. Reason being, I NEED to break that egg cycle.
The first treatment will wipe[e out all adult pest. But there is no legal product that can penetrate an egg. So, if I don’t come back and take care of all the hatchlings (EGG SHAPE HAND OPENING) before they nest again. You’ll ALWAYS be one step behind the problem. Make sense? (CLOSE THEM NOW)

Question 21

What if I see bugs after you spray?

Answer 21

most people will see increased activity after the first couple of days because the product is flushing out the pests. However, if you’re still seeing a significant number of pests about 7 to 10 days after, make sure to call me and I’ll be glad to come back and flush out any survivors.

Question 22

yea your kinda expensive. im only pay 80 for my current service

or

Why are you so expensive?

Answer 22

I understand where you’re coming from. I don’t beat my competitors by price, i beat them by my service.
When they come by they spray about a 2”-4” mist around the foundation? It’s a good start, but i have to do more. POWER SPRAY benefit. So tell me whats the sq ft of your home

I’m not expensive. I’m not the cheapest but I am BY FAR the best value around. Most companies don’t warranty ants, spiders, or pests, and these are the most common reasons why people buy pest control. Other companies often quote you a low price and will send out a field expert to try to up-sell you additional services for specific pests. Our goal is to give you the best return and value on your investment, and that’s how we are able to beat all our major competitors.

Question 23

My neighbor had pest control and their dog got sick.

Answer 23

That’s awful. Do you know what company they were using? That’s the best thing about my company is, the product i use is used in daycares and hospitals.

Question 24

My neighbor had pest control and the field expert stained their walls.

Answer 24

Do you know which company? That’s awful and I’ve heard it before. Some of the older, cheaper products do that. In fact I’ve picked up a lot of customers because of that very reason. I use the best and latest products to avoid that problem. It’s actually an easy thing to avoid

Question 25

How do I know you will do what you are saying you’ll do?

Answer 25

I want your business. We are the fastest growing pest control company in the state because we do quality work and we take care of our customers. I stand by my warranty, if you see anything, inside or out give me a call and I’ll be back for free.

Question 26

I have fish, turtles, snakes, or birds. Will this harm them?

Answer 26

Are they inside or outside?
No. I’ll be sure to let my field expert know so he can take the necessary precautions, and you should turn off the filters for the inside fish tanks for a few hours after inside service. MAKE A NOTE IN THE AGREEMENT

Question 27

What do you do for fleas?

Answer 27

My exterior service gets the fleas where they live and breed to guarantee control. I just ask that you have your animals shampooed at the same time the service is being performed. and to wash your pets bedding this way together we reduce the likelihood of a re-infestation.

Question 28

Does the field expert always need to treat the inside my home?

Answer 28

“99% of pest problems can be resolved by a thorough my exterior service. If you require inside service, let my licensed field expert inspect and customize a treatment for your home

Question 29

Do I have to be here every time you service the home?

Answer 29

“99% of pest problems can be resolved by a thorough my exterior service.

Normally, you don’t have to be here when we treat. However, I’d like you to be here for the first service so you can meet your field expert and have him inspect the interior for any insect activity.”

Question 30

I keep hearing scratching noises in the wall. Can you come in and try to figure out what it could be?

Answer 30

It could be any number of things. Do you mind if I have a look?” (confidently nodding) This will get you inside the house where you can solidify the sale. Write down which room so the field expert can have a look when he or she comes out to identify the problem. (scratching noises tend to be associated with mice)

Question 31

Will you be the one servicing my home tomorrow?

Answer 31

I’m going to have my Field Expert out here tomorrow to give you an extra thorough inspection.

Question 32

What if it rains before or after you service my home? Will that service be ineffective?

Answer 32

That’s one of the best things about my product. I use granules that are water activated, which means that water will actually maximize their effectiveness. The granule is like a tight little ball of product that releases product little by little as the rain or sprinkler water pounds against it. (you can use a tight fist to non-verbally show the prospect how it works, slowly releasing the fist when the water hits the granule)

Question 33

Will this hurt my plants? Will this hurt my new sod?” –

Answer 33

Joshua’s products are “plant derived” from the chrysanthemum flower, and therefore will not hurt or burn the lawn or other plants and flowers. This is exactly why we use the advanced products that we do. Treating the ground before sod is laid is very effective because it will eliminate the sheltering of pre-existing pests, covering them with new grass. If the sod has just barely been laid, we will need to wait 7-10 days while the sod begins to take root and then return to treat the exterior of the home.

Question 34

I want it monthly or bi-monthly.

Answer 34

Ya know, we used to have a bimonthly service back in the day. However, due to the advanced products we now use, we do a quarterly treatment. It’s less expensive and you’re still entitled to unlimited free re-services.

Question 35

I don’t have bugs or I’m not seeing much

Answer 35

Of course, nobody is seeing anything right now, I’d be surprised if you were! The ants are nesting out here in the yard, the Johnsons are having me treat their property now, because if you wait, that’s when the bugs will hatch and get everywhere.

OR right not on the inside right, the problem is out her in the yard.

Question 36

beginning of the summer not seeing much

Answer 36

I’m just in time to prepare you for the summer by flushing out the pests that are beginning to hatch, as well as their nesting sites.

Question 37

what do you guys do?

Answer 37

Have you had a professional service?

Question 38

you’re like the 5th guy to come by.

Answer 38

i know man, which one did you end up with?

Question 39

What do you want

Answer 39

I want to be your bug guy

Question 40

I can’t pay that

Answer 40

Of course you wouldn’t if you didn’t see any value in it.