The Anatomy of a Sale
I don’t just “kill bugs.”
1. Profiling – Judging by the size of the house and the Mercedes in the driveway, it was obvious they were rich.
2. Laziness - I knew I’d have to mix more chemical to treat the house with what I had on me, but I didn’t want to, so I looked for an opportunity.
3. Social Engineering - I felt them out. Very personable and trusting people- I had the lead. I also took advantage of their little son’s interest in the work I was doing. “Do you want to help me drill this?, Oh, you like dinosaurs- which is your favorite?, etc…“
4. Hype – Their house had spiders and bugs, but nothing to worry about. They are a once a year customer, $25 service. Oh, but that crawl space and all the mulch they had in the landscaping were begging for bugs…
5. Delivery - “We have a treatment that is contracted only for ants, but takes care of almost every pest imaginable. It keeps you bug free for 6 months and it helps our company from making monthly trips out to your place. Normally, you’d pay $30 a month for us to come out and treat your house, but with this program, you’re paying around $20. Instead of paying $25 today for a month’s coverage, you can pay $125 for six months.“
Sold + commission 
Filed under: Me, People, Work | 5 Comments
Tags: life, Me, my life, People, pest control, Work
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Why would they do that? You said they were only a once a year customers and now you talked them in to twice a year???
Twice a year for a total yearly increase of $200. Why? Because I sold the quality of service, created a sense of need/prevention & wasn’t pushy. That’s my guess… or she just wants to see me more than once a year :p
Maybe they think twice as much is better… but don’t you guys do free call backs in that years time? Kentucky people… I will never understand them
OK you guys!
What?!? Can’t a sister poke a little fun at her brother? He does it all the time to the rest of us
Love you both!