Aptive Sales Guide Objections/Smoke Screens Questions and Correct Answers the Latest Update
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Course
Aptive
Institution
Aptive
"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 ...
Aptive Sales Guide Objections/Smoke
Screens Questions and Correct Answers
the Latest Update
"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
✓ 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"
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