Sales Cycle Flashcards
What are the three ingredients to a sale?
- NEED - The need for pest control
- VALUE - The combination of price and quality
- URGENCY - The need to buy right now
(As you sell, keep in mind which of these ingredients the customer needs more of)
What is your ammo you can use?
- Exterior Liquid barrier
- Granulation around the house
- Crack and crevice treatment
- De-webbing
- Money back guarantee
- Free re-services
- Discounted initial
- Discounted quarterly
- Safe products
- 2 hour window of arrival
- Free spot treatments
- Email/phone in advance
- Easy/Auto pay
- Price Guarantee
What is the rule of thumb when talking about price?
Never tell your customer how much it costs until you have built up the value.
What is the special forces analogy?
Don’t use all your ammo at once. Save some for the end in case you need it to resolve a concern and close a sale.
Is Pest Control an impulse purchase?
Yes.
Why can you be confident about the value of the service if it is more expensive than competitors?
Price is only one half of value, quality is the other half. If this service is 200% better but only 10/20% more expensive then it is better value for money. A good sales rep isn’t timid about building the value well without overpromising. If you can make a sale without even needing to mention all the benefits then you have probably done a good job.
