Aptive Sales Guide Objections/Smoke Screens Latest Update 100% Solved

Aptive Sales Guide Objections/Smoke Screens Latest Update 100% Solved "Do you have a card or a flyer?" Oh, I don't carry flyers. I'm only setting up a few last people in the area today, so the deal goes with me. You see, normally, when I'm not running this promotion, it can get pretty expensive. We only offer a deal this good about once per year, when we are already in the neighborhood and have a couple of vacancies on the route. I'll tell you what, if you can get it done with the rest of your neighbors tomorrow..." "Can I call you later?" "Sure, I have a number, but unfortunately this isn't a call-in discount that I'm offering today. The price I can offer now is $150 less than what you'd get through the office. But like I said, I've got some room on my route and that's why I can get it done for half the price tomorrow. Will you be here in the morning?" "IS THIS A CONTRACT?" The best response is to let the customer know we have a 1-year, 2-year or 3-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. Another great response is, "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" "I DON'T WANT IT FOR A YEAR." "Sure. Most of our customers will keep us for as long as they live in the home. None of my customers go less than a year; it's just not effective." In fact, many of your neighbors are going with our 3-year agreement since our rate is so low right now. Let the customer know that most customers stay with us for life, which will help the customer realize that 1, 2 or even 3 years really isn't a significant amount of time "I DON'T WANT TO SIGN A CONTRACT." Reassure the customer that you understand and explain that Aptive's service has a 100% satisfaction guaranty. If the customer has any pests return, Aptive promises to re-service the home at no extra charge as many times as necessary to resolve the infestation. After explaining this to the customer, look them in the eye and ask, "Does that sound fair to you?" Also mention that the agreement works to the customer's advantage because it locks in the price discount for the length of the agreement. Even with rising labor costs, a spike in gasoline prices or general inflation, their Aptive rate is guaranteed to reward their loyalty. "WHAT IF I DECIDE I DON'T WANT IT AFTER 6 MONTHS?" OR "CAN I JUST TRY IT OUT?" Ask the customer, "What would make you decide to cancel after only 6 months?" Then respond to their answer and sell the value of year-round control. Say, "You know, I ask that you try me out just for at least the first year to earn your business. You need to do it for at least 4 seasons to break up all the different pests' egg cycles. Even after the first year, one must still maintain that preventive barrier around the home and yard to ensure that pests don't return. This is why the majority of our customers stay with us for as long as they live in the home." Pests are just like weeds, in that they will always return without seasonal, routine maintenance. Make sure to stress free re-services and minimize concerns about the agreement term with the idea that we hope to be with them for as long as they live in the home. "I JUST WANT A ONE-TIME SERVICE" If the customer continues on about not wanting a regular service, explain that one-time services are simply not effective for providing a long-term pest control solution. For example, "I stopped offering one-time services years ago because I got tired of customers complaining. The problem is that within just 30 days, the pests will come right back because it takes multiple treatments to break up their egg cycles. Really, the only people who use a one shot treatment anymore are real estate agents when trying to sell a home in a hurry." "I wouldn't do that to you guys. The problem is that if we treated just once, they're going to come right back. A lot of times, it's like throwing gasoline on a fire because you might even stir them up. That's why we always come back 30 days later." It's important to help the customer understand that different bugs breed at different times of the year and hatch on a regular basis. A year round service is necessary to control the variety of pest cycles. Even the best products that are only available to pest control operators will breakdown after 90 days. "I DON'T NEED IT DURING THE WINTER" "I'm sure you don't see much in the winter, right? (nod) That's actually when I do my best work. During the winter I can finally get to them when they're at their weakest. My winter treatment will help knock out their populations in the wall voids and ensure they don't have a chance to reproduce in the Spring." "I DON'T WANT THE FOLLOW-UP SERVICE." "The follow-up treatment is actually the most important service for the long-term control of