Intro

MJ DeVilliers Jr

$175,000 - 88 Days Rookie Year

@14__MJ
INSTAGRAM
 What the hell is an Intro?

- This is Your “Who? What? When? Why?”

- Get them on the same topic of conversation - BUGS
- Announce these to your prospect in a concise manner &
speaking with conviction - they will almost always engage

First Impressions Matter!

 MAIN POINTS
01 Tonality
02 Speed
03 Pausing
04 Eye Contact
05 Body Language
06 Tech Approach
What Do I
Say?
- HEY
- TRUCKS
- NEIGHBORS
- BUGS
- DOWNTIME
- DISCOUNT
- (QUESTION)
 Verbatim
- HEY Hey, What's going on man? (wait for response)
- TRUCKS
- NEIGHBORS I wanted to swing by really quick, I’m sure you've seen the
- BUGS green and white trucks up and down (street name).
- DOWNTIME
- DISCOUNT
I just got wrapped up with your neighbor (name) a few doors
down.
- (QUESTION)

It's been for nothing too crazy, Everyone's been getting some
spiders up top (point & break eye), and some ants in the yard
(point).

Now I got some downtime in between stops, anyone I can

squeeze in I can do for about half off.

What do you guys usually do for all that bug stuff?

 Rookie Mistakes
● Good: ● Bad:
○ Intentional Eye Contact & Breaks ○ Piercing Eye Contact
○ Grounded Feet (Kickstand) ○ Foot Movement
○ Slow & Low ○ Word Vomit
○ Failure to articulate ‘who,
○ SMILE
what, why’
○ Intentional Movement ○ Erratic Hand Movement
○ Posture ○ High Pitched Tone
○ Tonality ○ No Passion / Conviction
○ Emphasis ○ No Smile
○ Hands Fixed ○ Slouch
○ Unintentional Body
Movement
Breakout Rooms

Practice Intro
QUESTION BASED SELLING
//
BRIDGE

@14__MJ
INSTAGRAM
LISTEN TO YOUR PROSPECT!
Now that you said what you had to
Ball is now in their court…

“I don't do “I have a “I do it myself.”

anything.” guy.”
“I don’t have “I HAVE SO
“I'm all set.” “I rent.” any bugs.” MANY BUGS
HELP ME
“I just “Can I get a “This isn’t my PLEASE!”
moved in.” card?” house.”
 FUNNEL
- WE SOLVE Need // Want to figure out…
PROBLEMS
1) What they do for bugs
- WE DONT FORCE 2) What bugs they deal
PRICES DOWN with (HOT BUTTON)
THROATS 3) Who they have taking
care of it
4) How much they pay
5) How often they come
out
 Hot Button

- Hot Button (Pain Point) = The main

problem the prospect deals with.

Focus on their problem!

- Soccer cleats analogy

Why is this dude going to buy?

Because you're going to solve THEIR

problem.
 What do I say and when?
Listen to your prospect… PLEASE!

- “YES & ADDRESS

EVERYTHING - Respond to your prospect
before moving them down
Prospect) “I have a guy” the sale cycle.
Rep) Yeah, I figured you did.
That’s exactly why I’m here. I - You MUST make it
know Austin was using Orkin conversational to keep them
before switching over, were engaged. Don't make it an
you guys using them as well interrogation.
or was it more like
Terminix?”
 Now What?

What do I know?
What do I need?

- What they do

- Who they use - HOT

BUTTO
N
 Getting Their Hot Button
- Option Questions

Rep) “INTRO?”
P) “Nah bro i’m all good I already have a guy.”
Rep) “Yeah, I figured you did. That’s exactly why I’m here. I know Austin
was using Orkin before switching over, were you guys using them as well
or was it more like Terminix?”
P) “I think we called Terminix.”
Rep) “Cool, I’m super familiar with those guys. When you first called them
out, was it for those spiders, or more for the ants?
P) “Those damn ants!”
Rep) “Yeah, i bet. It's like the whole neighborhood was built on an ant
hill……… (Minimize Maximize)
 Sauce
(Look for patterns)

“I have a guy.” “I do it myself.” “I don't have any bugs”

“Totally, nobody's getting
Yeah, I figured you did. That’s “Awesome, I’m hiring by the
exactly why I’m here. I know Austin anything this early in the
way! (joke)When you spray
was using Orkin before switching summer, so what I’m doing is
over, were you guys using them as
are you spraying for those
preseason flush outs for
well or was it more like Terminix? ants or more of the
about half off while i’m
centipedes?
already here. When was the
“I rent” last time you guys were
sprayed?
“Nice, about half of my clients
“I don't do anything”
are renters as well. Landlords “Awesome, it's perfect that I “I’m all set “
only take care of the termites swung by. Maria has been
because they ruin the house, but getting the ants in the kitchen,
leave all the bug stuff up to you “Yeah, for sure. I figured you
are you getting them as well? guys already had it taken
guys because it only ruins your Or more of those centipedes
day. So I started doing a renters care of. Do you have
like John? someone come out for you or
discount. Are you seeing more of
the ants in the kitchen, or the do you just do it yourself?
spiders in the garage?
Breakout Rooms

Practice Intro &

Bridge
Bridge Mainly
 Minimize
Creating a Difference

Maximize
 Why would you buy
something?
It looks cooler It has better features
than what you
have It’s a newer
model than
yours It's more
It’s cheaper convenient
than what It can benefit you
you’re paying more

It's simply better than what I currently have.

 Why ECOSHIELD?

Why will the prospect

choose us?

Because we're simply better than

the competition at solving their
problem.
 We are the ONLY ones

Who do a full 9 Who use plant

point service on based products.
the home.
Who personalize the
service and pricing.
Who do a deep soil
treatment to eradicate
the source problem. Who can change
homeowners lives by getting
rid of their bugs
How do we get Prospect to
understand?
- By creating a Minimizing what
difference the prospect
already does

How do we create a Maximizing what

difference? you do
 Do not shit on their pest
control
Imagine you
The friend is coming off
bought something
as an asshole.
and your friend
tells you
The friend is making me
“Dude that was a terrible feel stupid.
decision, I have no idea
why you would ever waste Screw this guy.
your money on that”
 Do the opposite

Give kudos to their decision.

“Yeah
They will think of you as a nice guy that's
awesome
Better than the asshole that shat your guy
on their decision. does a
great job
It transfers into a “yeah they’re at….”
great…. Butttttt im doing things just
a litttttttlllleee bit better.”
Do not forget to smile
 You’re the professional
Tell them what their guy
“Yeah they do a
does. good 1 ft spray with
Do. not. ask. that silver pump
“And they’ll come tank”
~ Be very assumptive.
~ Continuously nod like inside if you ask”
a bobblehead when “Yup, they’ll knock
you say these. “And they'll come down the spiders
out for free for you with that
inbetween big brush”
“Yeah, they’ll set up
services”
those snap traps
and glue traps for
the mice” Btw. If you haven't read the manual yet… do it.
 You’re the professional
In their head…
By TELLING them or
ASSUMING what “Oh shit how did he know
they already got what my guy does”
done…
“He KNOWS what he's
You seem like an talking about”
expert.
“Maybe he knows how to
solve my problem”
 MINIMIZE…
What they’re
currently doing is Tell prospect that their guy is going
good!... but not good a great job, but it only doing X & Y.
enough.
Tell them what it's doing for them &
*REMEMBER* tailor pitch to their hot button
implying that its not doing a good
“Yeah your guy does a great job using job.
that silver pump tank for that 1 ft
spray… But all its doing is just setting up That's why the hot button keeps
a 1 ft barrier that washes off with water. coming back.
That's why you keep seeing the ants
pop up after it rains. Does that make
sense? (soft close)
 Now MAXIMIZE!
Pest control is basically the
same thing industry wide… Reinforce that what
We do the same services, just their doing is good but
with extra steps to entertain a not good enough.
sustained decrease.

“I used to do the same thing that your guy is doing, but it just
wasn’t working in neighborhoods like this. (im throwing them
in the same boat again!) So what I started doing instead
was… (feature, benefit, price sheet)
 Side note:

Read up on our service…

You have to know your product to sell your product.

Can't sell a car to someone, especially a higher end car, without

knowing what's under the hood.

Read the f***ing manual I swear I will crash out if you ask me
what a deep soil treatment is.

These trainings will not work if you don't know what we even do.

Then you'll go out and knock, get shit on, get in your head, you'll
bagel, and then youll quit saying this job sucks. Lmao, no. YOU
suck bro. How are you going to sell pest control if you only know
how to put them fries in the bag LMAO
 Maximize!
Rep - “...so what I started doing instead was treating
the lawn, because that's where everything nests and
breeds. Does that make sense?

Prospect - “Yeah.”

Rep - “Perfect, by treating the lawn, that's the ONLY

way to get rid of those ants, that way you wont even
get them eating up your pavers, let alone getting
inside…

and like I said before i'm doing that soil treatment and
the full 9 point service for about half off… Here let me
show you” PRICE SHEET BABY
 Same Roadmap
It's the same flow for EVERYTHING in this
business.

Spiders
Mice
Diy guy
Have a company
IT DOES NOT MATTER

BE ASSUMPTIVE & CREATE THE DIFFERENCE

LEARN OUR FEATURES AND BENEFITS AND BE
UNSTOPPABLE
 In Pitch…
Rep - “Intro…QBS…Yeah, it's like the whole neighborhood was built on an ant hill, hah. But i’m sure you’ve seen your guys spray? (nod
your head!)

Prospect - Yeah.

Rep- Cool, so they’ll spray the foundation for the ants, brush your spiders down, do the inside if you ask, as well as come out for free
inbetween if you need. Is that about it?

Prospect - Yeah, they do everything.

Rep - Perfect. your guy does a great job using that silver pump tank doing that 1 ft spray on your foundation… But all its doing is just
setting up a 1 ft barrier that literally just washes off with water. That's why you keep seeing the ants pop up after it rains. Does that
make sense?

Prospect - Yeah, makes sense.

Rep - “Cool. Thing is, I actually used to do the same spray, and it worked in the dry months, but my clients kept calling me back out
because those ants kept popping up after the rain. So what I started doing instead was treating the lawn, because that's where
everything nests and breeds, thats where they come from. You with me?

Prospect - Yeah, I get it.

Rep - “Perfect, so by treating the lawn, that's the ONLY way to get rid of those ants, that way you wont even get them eating up your
pavers, let alone getting inside…and like I said before i'm doing that soil treatment and the full 9 point service for about half off… Here
let me show you. (price sheet)
BREAKOUT ROOMS
TO PRACTICE
Price
Sheet
 Business Model
We make it seem like our
service will be the most BUT!!! If the prospect
expensive service they will sign up right here Saving
right now. hundreds of
ever seen. $$$

“We are the villa in We will give the full

service for the price Who
tuscany not the motel in doesn't like
CT” of the spray.
a good

“Were the ZR1 not the “Give you the keys to deal?
Malibu” the villa, for the price
of the motel”
 Follow sq ft
This is how we horizontally.
give them the That is the
pricing (square price they
footage) will pay.

We add the
pricing
there to
This will make it look
always be like a crazy
free. discount if
they sign up
 Section 1 - Spray Package
Rep - “So i’m assuming you guys
are around the two to three
thousand square foot range?”

Prospect - “Yup”

Rep - “Awesome, beautiful home

by the way. If you were to call me
out of the office, the first spray
would run you the four hundred.
Now I don’t do the monthly thing. I
just swing by once a season, for Key points
the two thirty-nine. What that - Continue building urgency / “best price if
covers is the basic home now.”
“If you were to call me out of the office…”
protection” “If I wasn't here at your door…”
- Never say “charge, cost, price, dollars,
bucks, ” ect. Those are not pleasant to hear
YES - “run you the three fifty”
NO - “it will cost you 350 bucks”
- Guide eyes with fingers (remember intro
they look where you want them to)
 Section 2 - DST & Upgrades
Rep - “Now down here start
circling) is usually where I get a
bit more pricey, but also why
everyone uses me. This is my
deep soil treatment (point); that
lawn treatment I told you about
earlier. It's literally the only way to
get rid of the {hot button}. I'm
going to throw that in for you, as
well as the upgrades. Just like
the dewebbing, its honestly the
neighborhood favorite. It's just a
big brush I’ll take to clean off all
the webs around the windows,
Key points
doors, and eaves. While tracing - You're not classifying size of yard for dst, or
behind a product to make sure pointing at prices
the spiders don't come back. - You point at the image
That way you or the wife isn't - Build value. This stuff looks expensive, why?
walking home into those little trip - Because we're doing it better
wires. - Don't go on and on and on, make it concise.
Get to the point while building the value
(feature benefit 1 or 2)
 Section 3 - Wrap it up
Now usually all of this (circle) would Getting EVERYTHING done (circle), for just the four
usually run an extra eight or nine hundred. (point)
Key points
hundred on the year… But since I got —---------
a bunch of extra product on the () Give a reason for why
upgrades are free
truck, i'll actually throw all of it in for
“I have extra product”
free. Not the the first time, but every “I got one more spot left
time I come out… to fill”
“I'm already out here”

()”Not just the first time

but every time”, reminds
prospect its recurring
service

()Emphasize words

Controlling tonality
throughout pitch allows
for impactful change in
tone that will make you
seem human.

() Silence Close

After the “for just the four

hundred.” and you finish
price sheet. STFU. Let them
respond. First one who
talks loses.
 Follow the Instagram!

@14__MJ
@the.apex.core

Objection
Handling
 Objection ≠ Rejection
- Objections do
Objections are scary! not mean the
sale is lost.
ONLY IF! you choose to - It is just a detour
believe they are on your road
map that you
must go through
to complete the
sale.
No Objection = Fairy Tale

- 99.999999% - That .000001% is

of your sales the infamous lay
will have an down… THE
objection. UNICORN!

Learn how to deal with the inevitable objection.

That way they DON’T turn into rejection.
Why should I continue
Pushing?
● 47% of salespeople stop after the first “no” they receive
on the door.
● 21% of salespeople stop after they hear “no” a second
time.
● 14% of salespeople quit asking after they receive a
third “no”.
● 12% of salespeople fail to continue after the fourth
rejection.
● 94% of salespeople fall short of the fifth time asking for
the sale.
● 76% of sales are closed after the 7th objection.
 Reprogram your mind
- Objections are - Features & If the prospect
the prospects benefits are keeps throwing
“ammo”. how we make objections at
the prospect you… Eventually
- Just like we have say yes. their mag will be
ammo with our empty.
features.
And then they
- Objections are - “It’s a have to say yes.
the only way for marathon, not
the prospect to a sprint”
say no.
 Objections Vs. Buying
Questions
Objections : Questions & Concerns :
“No I can’t “Is it safe?”
because of XYZ” “Does it take care of XYZ?”
“Is the Inside Included?”

Do not word vomit when they ask a simple

question. Answer concisely. Maintain your
professionality and tonality. YOU ARE THE
EXPERT!
 Objection Roadmap
YES ADDRESS CLOSE

- ALWAYS neutralize - You’re validating the

“Awesome” concern, and building value - Move them to the
“Totally” to make the benefit worth next step of the sale
“Yeah” more than the objection. cycle.
“For sure” - Whether it be
“100%” “I hear ya, nobody’s getting getting to price
“Yup” anything on the inside, i'm here sheet or signing
“Exactly” typically for the outside. And how I them up. Do not
- You’re “agreeing” treat that is with a granular on our leave the address
to stay on common lawn to flush out the ants. That open ended.
ground way you wont get them running
around your feet when you're “Just do be a favor and
bbq-ing” turn the sprinklers on so
the granules soak in
faster. What was a good
phone # for you?”
 Types of Objections
Brush Off Before Price Sheet After Price Sheet
“Can I get a card” “I don’t have the “I have to talk to the
money for it” spouse”
Yes - “Yeah, for sure.”
Yes - “Totally” Yes - “Awesome”
Address - “I’ll get you
one before I head Address - “Like I said, Address - She's going to
out” i'm getting the whole love what I do for,
service done for half *Move/feature/benefit*
Close - Get back on off”
road map Close - “Did you want
Close - “Here, let me me to start in the front
show you” *price or the back?”
sheet*
 Moving Prospects
“Environmental Close”

If a prospect Moving them If you can’t get to

throws an even an inch will the back yard,
objection, get them out of move them to
their “negative the side or even
You should try zone” their front yard!
your best to Get them out
MOVE them Making them 10x their doorway.
more likely to
buy.
Backyard Sauce
Post Price Sheet
“Too expensive”

Rep - “Totally, i'm not the

cheapest guy in the book by any
means. But I do tailor my pricing
like I tailor my service. Since I treat
the whole property, front curb to
back fence. I got to know, do you
have any deck, pool, patio, shed?”

Prospect - “Yeah I have a deck”

Rep - “Awesome, working around

that will save me some product. Is
the gate on the left or the right?”
 Body Language
7% of - Maintain eye
communication is contact
with words - Do not fidget
- Tonality stays in
“How do I use body “statement tone”
language to my as if you were
advantage like the expecting the
pros?” objection (like
you should be)
Tonality Through Objections
You MUST expect
objections everytime. It’s a conversation. Treat the
objection just like another
Hold your tonality and do line in conversation.
not quiver.
You should be FOAMING AT
You dropping tone will THE MOUTH when they give
100% fail you you an objection because it
means you're making
progress.
 Avery Fleharty Tip

2 $1,000,000+ For overcoming

personal revenue objections,
summers in a row.
“I made flashcards
Got tech’d his rookie going over every
summer. single objection
they could of
Came out again and possibly said.
is now arguably the Front with the
best in ecoshield objection, and
history back with the yes,
address, close”
 Follow the Instagram!

@14__MJ
@the.apex.core

Closing
 What is Closing?

Closing is how you’re Closing is a

going to achieve TEMPERATURE
your goal of making GAUGE.
your first sale. It's
how you're going to It drops the
make ALL of your bullshit and shows
sales. you where the
prospects head
truly is at.
 DO NOT BE AFRAID OF
CLOSING
ABC - Always be
closing If you’re afraid of closing
you’re a wuss. You’re scared of
rejection.
Rookie mistakes -
Being to scared to
close the prospect When you close it can go 1 of 3
and they lose the ways….
deal.
 Closing
1. They say yes. 2. They give you an 3. They ask a
objection. question.
BOOM BABY, move
them to paperwork EVEN BETTER, get thru the This is a buying
smokescreen & now they question. Answer &
gave you their REAL grab information.
concern.

Yes, Address, and CLOSE

that thang. The deal is
now solidified even
stronger
Closing is Continuing To Next
Step
Closing isn't just… It's getting to the next step of
“Do you want to sign the sales cycle.
up?”
Closing could be,
- Getting thru your intro
- Getting to price sheet
- Getting to backyard
- Getting the go ahead to
sign them up & solve
their problem.
 When Do I Close?

Prospects will give you

an objection and think
the sale is over. They
After every beat you.
single
objection Getting over said
objection timely and with
confidence will leave
them “starstruck” and
have no other choice
then to say “yes”
 Types of Closes
Soft Closes Hard Closes

- Any question that - Statement

prompts a “yes” - Sincere
- Upgrade
- Option
- Environmental
- Assumptive
- Assignment
 Soft Closes
“Yes ladder”
Implement these through
- It’s literally just every step of the sale cycle.
classical
conditioning. - “Does that make sense”

- The more times - “Do you have grass in the

the prospect back?”
says yes
throughout the
sales cycle, the - “Are you with me?”
more likely they
are to say yes at
the end.
 CONFIDENCE

YOU MUST USE THESE CLOSES WITH UNDENIABLE

CONFIDENCE

Controlling your tonality throughout the sale will make

these hit so much harder and be much more effective
 Hard Closes

Statement Close Used mainly when you’re

working around price
- “Getting sheet.
everything
done for half They could always just say
off.” “yes” when you do the
- “And that’s for price sheet.
everything. “
That’s why we shut the
fuck up after price sheet.
 Hard Closes

Option Close Option questions highly

result in the prospect
- “Would you choosing an option.
want me to
start in the Note : They may choose an
front or the option and then throw an
back?” objection.

- “Does 3 or 5 Yes, Address, and “what's a

work best for good last name for ya?”
you?”
 Hard Closes
Upgrade Close

- “If I can squeeze

you in today I’ll Adding a
throw in the soil - “does that sound
treatment for fair?”
free.” will make it more
direct & it’s calling
- “I’ll tell you what, back to those soft
if you fill my last closes.
spot, i’ll add the
rat service on the
house.”
 Hard Closes
Sincere Close
This is why tonality is so
- Listen Frank, important.
bottom line is if
you let me take This is where you drop the
care of you and “act”.
the family, I
promise you. i’ll Where you level with the
knock it out of prospect on a human level
the park. and get real personal with
them. SINCERE TONE!
 Hard Closes
Assignment Close
Being confident and
- Just do me a favor sounding like the
and pop the garage professional is crucial
so my tech and here.
take care of the
inside of it. You're ORDERING them to
do something.

They need to respect you

throughout the sale to say
yes.
 Hard Closes
Environmental Close

When a customer says “no” in a Rep - “Do you use the

certain location it’s called
“proximity anchoring” which garage for parking or
means they now associate that storage?”
location with not being interested.
To resolve this, we move
customers out of the location Prospect - “parking.”
where they have already said “no”
usually to their garage, side yard,
backyard or inside their home to Rep - “Awesome, let me
give you a fresh location to work
in. show you what I do on
the garages here that
- Keep in mind, environmental
closing is the only close in our make a big difference.
arsenal which doesn’t Just pop it open and I’ll
immediately result in an action
step to paperwork. meet you out front”
 Hard Closes

Assumptive Close
Start pulling up the new
- “When we come customer tab and take
out, you’d want the notes. When they say yes,
garage done too start filling out information.
right? It’s included.”
 Sales Resistance
If you keep hammering
closes without breaking it up
When you unleash a close
with rapport (building trust).
and it results in a no.
The prospect will vapor-lock.
And be unsellable.
Its either because they don’t
see the value, or they don’t
Build rapport with the
trust you.
customer. Get to know them.
Ask questions outside of
People buy from people they
bugs.
like.
Trust me, you'll meet some
crazy people.
 Rapport Cheat Sheet
Most common way to start Try to connect to the
rapport is while moving to the prospect in some way & a
backyard. KILLER piece of advice….

ASK FOR ADVICE

While walking along side with
the prospect ask questions like… You’re young. The prospect
will see a young guy working
“What do you do for work?” his ass off and appreciate
you dropping your ego and
asking for advice. This sets up
Comment on it, then ask “what the sincere close
made you want to get into MAGNIFICENTLY.
that?”
 Follow the Instagram!

@14__MJ
@the.apex.core

Entire Sale Cycle COMPLETE