TAP® Pest Control Insulation is the number one add-on/bundled service across the U.S. today. However, success with selling a TAP® Pest Control Insulation service depends on your preparation for the objections you might face from your customer. How can you turn an objection into a sale?
The most prominent question you might hear is:
“TAP® Pest Control Insulation sounds really expensive”
Here is some insight to help you and your customer move past the hurdle of price and see the value and benefits beyond:
- First, understand that this objection might have nothing to do with the cost of the installation. Instead, it might be caused from a lack of understanding, a need for additional information, or a fear of buyer’s remorse.
- Second, your customer is correct. TAP® Pest Control Insulation does cost more than traditional insulation regardless if it is foam, fiberglass, or cellulose. However, traditional insulation does not protect the structure of the home from pest damage or the home’s occupants’ health due to pest presence. While the cost is a bit more up front, they customer will save up to 30% on their annual heating and cooling costs as well as prevent costly home repairs from potential pest infestation.
- Place yourself in the customer’s shoes and look at what you are offering from their vantage point. Ask yourself, “am I using language that the customer understands? Try to refrain from using a lot of ‘shop talk’ or terminology that does not clearly articulate the process, need, and benefits. Helping them save money on their energy bills while living pest-free is simpler than discussing R-values and the ingestion of boric acid by self-grooming insects.
- Highlighting the ENERGY STAR rating, UL Classification, and lifetime warranty helps the homeowner see that TAP® Pest Control Insulation is a product that delivers on its promises.
The key to success with selling TAP® Pest Control Insulation is to prepare in advance for objections. Therefore, when they arise, they are not a roadblock to a successful sale. Turning an objection into a sale is the goal. Remember, how the customer’s objection is handled is key to a successful TAP® business.
Need additional insight to help improve your TAP® Sales Presentation? Contact us today!