Quote your highest priced package first!

highest priced packageYou’re scared as you give a prospect your price. (I was too!) Yep, your voice trembles as you fearfully quote your residential prospect your very lowest price. (GULP!) Then IF they don’t scream and throw rocks you timidly try to ‘up-sell’ them!😲

I say, “No more!” (Remember that I have banned the word “up-sell” here!👎 “Additional Service Options” sounds so much better!)

REMEMBER: It is so much easier to ‘sell down’ instead of ‘sell up’!💲💲 Therefore…

After wowing your prospect over-the-phone or with your truly professional “pre-inspection (I HATE the word “estimate” too!) I want you to calmly and confidently…

Quote your highest priced package (with protector) first! (And then shut up!)

Here is my 3-step closing-the-sale-at-your-highest-price system. Calmly, confidently and ‘routinely’ say:

1. “So Mrs. Jones, we can clean and re-apply the protective finish to all the areas we inspected and tested for 432.20.” Pause here. Then smoothly “get to yes” by closing the sale with…

2. “Now is there a day of the week that is better or worse for you?” (If she replies, “Mondays are just impossible around here!” you just got a YES!)😁 But if not ask your second closing question…

3. “Are we working with any deadlines?” When she says, “My mother-in-law arrives on the 14th…” BINGO! You just booked… YOUR HIGHEST PRICED PACKAGE!💖

RESOURCE: This 3-step system works perfectly over-the-phone too! Learn how to do it in our 3 hour, online SFS: Winning over your caller! LIVE seminar.👍👍 Click HERE for 100’s of ‘Lead Conversion’ ideas and systems easily book prospects who use text, email, Facebook, website chat or even… the phone! HERE are our upcoming class dates…

NOTE: Giving just one price (your highest priced package!) works with any carpet protector and/or other cleaning options.

But wait! What can you do if your customer puts you off with:

“Ummm… let me check with my husband and get back to you?” (She never will!) CLICK HERE  to make this ‘smoke screen objection’ go away forever!

MORE HELP? You’ll learn so much in our different online SFS: LIVE seminars! Plus you’ll implement our concepts easily with our turnkey SFS: ‘Business Infrastructure’!👌 Click HERE to see upcoming classes…


2 thoughts on “Quote your highest priced package first!”

  1. I am reading your tips each week Steve. I do commercial office cleaning(small scale), but have yet to do carpets. Partially, because I don’t have equipment and partially because of inexperience ( I am a custodian by trade and have done carpets in school settings such as hallways and secretary office spaces). My question is this, do you have printed material or videos,that can be used in office cleaning business since carpets are not my forte

  2. Good question, Greg. I would first urge you to make carpet cleaning (and other related services like tile and grout cleaning) your “forte”. Why? Because a) they are totally “synergistic” with basic janitorial services and b) the profit margin is so much greater for you! (I tell every SFS class that “all other things being equal it is better to have MORE money than LESS money!) And honestly, Greg, you don’t need all that much equipment to do a GREAT job in commercial work. For example, between a Cimex for encapsulation and a decent portable extractor you are good to go! Total price tag buying brand new? Less than 5,000 bucks which you can make in a couple of weeks or less! 🙂

    And as you have already seen, Greg, most of the topics on here totally apply to an office cleaning business. And especially when it comes to commercial sales! For example, just click HERE for a world of “How to sell office cleaning” ideas. Thanks for your support and input!

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