Aptive Objections UPDATED ACTUAL
Exam Questions and CORRECT Answers
Am I committing for a year? - CORRECT ANSWER - Just for the first year, nothing long
term. What was your name? just give me a chance to treat each season, it is just four services.
We have a 1-year or 2-year agreement. The reason we do this is to reward our customers' loyalty
by guaranteeing their discounted rate won't increase during the term of the agreement.
"Of course, I'm putting all these homes under warranty. I'm not one of those smaller companies
that will leave you hanging if the pests come back" (look at the customer calmly and answer as if
assuring the customer that they will have a re-service guarantee during the term of the agreement
because they were nervous the home would not have one)
I don't want a whole year. - CORRECT ANSWER - Most of my customers keep it as long
as they are in the home. Nobody goes less than a year, because it's just not the effective way
most of my customers are on a 2 to 3-year agreement, I'll be willing to do as short as I can for
you...
I don't like contracts. - CORRECT ANSWER - That's the best part about my service. I give
you a 100% guarantee that you'll be satisfied. If you ever feel like I could have done a better job,
I ask that you schedule a free re-service so that I can meet your standards.
its nothing long term just for the first 12 months, if you're not satisfied after that you can cancel.
What if I want to cancel after the first couple services? - CORRECT ANSWER - What
would make you want to cancel after only a couple of times?
All I ask is that you give me a fair shot in each of the 4 seasons so I can break the egg cycle
effectively.
Just want one time - CORRECT ANSWER - Oh I wouldn't do that to you guys. If I treat
only once, the bugs will come right back, oftentimes worse since they are getting stirred up.
That's why my 30-day followup visit is SO important.
We used to offer one time services, we have found over the years that it just isn't effective
because of the eggs that are in the ground will not be affected, so we have to wait for them to
hatch.
, I don't need a winter service - CORRECT ANSWER - You don't see many bugs in the
winter right? Thats because they are nesting and breeding during that season, It's so crucial that I
treat the cracks and dark places to avoid the big outburst in the spring.
I don't want the 30-day follow up visit. - CORRECT ANSWER - That's my most important
service.
The initial treatment will take care of about 70% of adult pests. Your follow up service will
eliminate the remaining 30%, along with recently hatched pests.
As you know nothing can penetrate eggs
I'm not seeing any bugs (later in the pitch it is actually an objection) - CORRECT
ANSWER - Sure, and I expect that. It's a lot easier to keep them out than get them out...
Has it been a while since you guys were treated? Then you are definitely due...
I'm broke. - CORRECT ANSWER - It's a lot cheaper than you think. If you think about it,
it's only about a buck a day...
I know what its like to be on a budget, give me a shot and I'll do that first one for just 49 bucks.
Why is it so expensive? - CORRECT ANSWER - I'm not the cheapest. I am the best value
you'll find. I'm doing double and even triple the work of the other guys...
I am the only guy out here doing all this extra work in the eaves and yard, I really want to get rid
of them for good instead of just putting a bandaid on the issue.
$500 is a lot of money. - CORRECT ANSWER - 39 bucks a month is easily one of your
cheapest bills. We're talking about a buck a day to never have to worry about pests again. I am a
bargain.
I want to shop around - CORRECT ANSWER - Makes sense, you seem like a smart
consumer. It's my job to know the competition as well. The longer you look around, the more
appealing I will be for you.
Exam Questions and CORRECT Answers
Am I committing for a year? - CORRECT ANSWER - Just for the first year, nothing long
term. What was your name? just give me a chance to treat each season, it is just four services.
We have a 1-year or 2-year agreement. The reason we do this is to reward our customers' loyalty
by guaranteeing their discounted rate won't increase during the term of the agreement.
"Of course, I'm putting all these homes under warranty. I'm not one of those smaller companies
that will leave you hanging if the pests come back" (look at the customer calmly and answer as if
assuring the customer that they will have a re-service guarantee during the term of the agreement
because they were nervous the home would not have one)
I don't want a whole year. - CORRECT ANSWER - Most of my customers keep it as long
as they are in the home. Nobody goes less than a year, because it's just not the effective way
most of my customers are on a 2 to 3-year agreement, I'll be willing to do as short as I can for
you...
I don't like contracts. - CORRECT ANSWER - That's the best part about my service. I give
you a 100% guarantee that you'll be satisfied. If you ever feel like I could have done a better job,
I ask that you schedule a free re-service so that I can meet your standards.
its nothing long term just for the first 12 months, if you're not satisfied after that you can cancel.
What if I want to cancel after the first couple services? - CORRECT ANSWER - What
would make you want to cancel after only a couple of times?
All I ask is that you give me a fair shot in each of the 4 seasons so I can break the egg cycle
effectively.
Just want one time - CORRECT ANSWER - Oh I wouldn't do that to you guys. If I treat
only once, the bugs will come right back, oftentimes worse since they are getting stirred up.
That's why my 30-day followup visit is SO important.
We used to offer one time services, we have found over the years that it just isn't effective
because of the eggs that are in the ground will not be affected, so we have to wait for them to
hatch.
, I don't need a winter service - CORRECT ANSWER - You don't see many bugs in the
winter right? Thats because they are nesting and breeding during that season, It's so crucial that I
treat the cracks and dark places to avoid the big outburst in the spring.
I don't want the 30-day follow up visit. - CORRECT ANSWER - That's my most important
service.
The initial treatment will take care of about 70% of adult pests. Your follow up service will
eliminate the remaining 30%, along with recently hatched pests.
As you know nothing can penetrate eggs
I'm not seeing any bugs (later in the pitch it is actually an objection) - CORRECT
ANSWER - Sure, and I expect that. It's a lot easier to keep them out than get them out...
Has it been a while since you guys were treated? Then you are definitely due...
I'm broke. - CORRECT ANSWER - It's a lot cheaper than you think. If you think about it,
it's only about a buck a day...
I know what its like to be on a budget, give me a shot and I'll do that first one for just 49 bucks.
Why is it so expensive? - CORRECT ANSWER - I'm not the cheapest. I am the best value
you'll find. I'm doing double and even triple the work of the other guys...
I am the only guy out here doing all this extra work in the eaves and yard, I really want to get rid
of them for good instead of just putting a bandaid on the issue.
$500 is a lot of money. - CORRECT ANSWER - 39 bucks a month is easily one of your
cheapest bills. We're talking about a buck a day to never have to worry about pests again. I am a
bargain.
I want to shop around - CORRECT ANSWER - Makes sense, you seem like a smart
consumer. It's my job to know the competition as well. The longer you look around, the more
appealing I will be for you.
