Webinar 05 – Closing Objections

This course trains reps to confidently close pest control sales after the pitch by mastering a repeatable re-closing formula and the judgment to tell a real objection from a smoke screen or a buying question. You’ll start with when to close (immediately after the pitch and, for advanced reps, as soon as a problem is revealed), then compare the two core approaches—the Schedule/Alternative-Choice Close and the Assumptive (Information) Close—and learn to stack multiple closes without sounding scripted. A dedicated segment covers energy and momentum (recovering enthusiasm after objections), urgency themes (neighbors, trucks, bugs, discount), and the L.L.A.M.A. listening framework (Listen, Link/Acknowledge, Make a statement, Ask for feedback) to keep trust high.

The skills section centers on RACK: Resolve → Ace → Close, the simple loop you’ll run several times per sale. You’ll memorize resolves and aces for the 10 most common situations—price, safety/pets, contracts vs. one-time, “not interested”/“not seeing bugs,” “need to talk to spouse,” “want to research,” payment/card reluctance, DIY, scheduling, and “can I get a card?”—and practice porcupine closes that turn buying questions into commitments (“Would you want us to treat the inside when we come out?”). By the end, reps can diagnose whether they’re hearing a true objection or a polite “no,” isolate the real blocker, trade value only for commitment (if-then), and always be closing with professionalism and urgency.