I DO IT MYSELF CERTIFICATION

The Script Certification 

I Do It Myself
Concern
Customer – “I just do it myself...”
Transitional Phrase
Sales Rep – “That’s why I’m here, I have actually had quite a few neighbors trying to do it themselves as
well. What have you been using to treat with, Ortho Home Defense, Raid? (You can replace *have you
been using the Ortho home defense and raid with *are you more of a Home Depot or Lowes guy?),
Customers – “Yes I’ve been using Ortho Home Defense”
Overcome the Concern - Create Need & Meet Need Sales Rep – “Gotcha, a lot of the neighbors were trying to use the same thing, what they found is it’s just a contact kill and it only targets the surface.
(You can use also use these facts *gotcha, a lot of the neighbors were trying to use the same thing, what
they found is it has a good active ingredient, which is Bifenthrin, but it’s very diluted. It actually is only .05%.
Guess what the other 99.95% is? Water)
The difference is our products will allow the bugs to take it back to the nest and get rid of the source. Also, our products last three months longer than the over-the-counter products. Another reason why the neighbors decided to get the service is we come back for free between the visits if you still have activity. As opposed to the over the counter products, if you still have activity, will Home Depot come back out for free?

Customer – “No...”
Close

Sales Rep – “Now, the other question I had, is your garage accessible?” (Give a soft close after you over-
came the concern)