Yesterday I met a sales ninja.
My doorbell rings. I open the door.
(Honest mini invitation.)
Greg: “Hi, I’m Greg with Terminix. We’re servicing several homes in your neighborhood. Do you have a brief moment?”
(Understand how I’m getting the job done.)
Greg: “Thanks. How are you currently handling pest control? Do you have a service, or are you doing it yourself?”
Me: “We’re not doing anything.”
(No assumptions. See if there’s a problem.)
Greg: “Sounds like you never see any bugs.”
Me: “Occasionally, we see tiny ants in the kitchen, but it’s no big deal because my wife uses this liquid to get rid of them.
(Illuminate the cost of inaction.)
Greg: “Those sound like Ghost ants. They can be a serious nuisance because they’re known to nest inside the home. How often do they come back?
Me: “Every few months or so.”
(Proactively address objections.)
Greg: “What’s been your experience using a pest control service?”
Me: “We had one but stopped because we didn’t see any bugs and were paying $125 a month.”
(Makes me think I was overpaying.)
Greg: “Wow $125 a month.”
Me: “What do you offer?”
(Clearly explains service and price after I ask.)
(Proactively addresses pet objection.)
(Illuminates a spider web problem I’m not aware of.)
Greg: “Since we service several homes in your neighborhood, you can get our pet-safe service which includes interior, exterior, and removal of these spider webs around your gutter, for $49/month.”
Me: “Let’s do it.”
Like I said, a sales ninja.