Pest Control Training — Road To D2D Mastery

Training Tools

Start drilling

Three drills built specifically for pest control reps. Run them daily until the pitch is automatic.

Pitch Drill

GRIT University Pitch

27 segments. Type each line from memory, compare to the script side-by-side, and self-grade until you know it cold.

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Role-Play

Handle Any Objection

Random customers, pest problems and real objections. Work the RTAC loop and get scored instantly.

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Quiz

Pest Control Quiz

20 questions on GRIT-specific pitch structure, pricing, service tiers, and approach. Test your knowledge before hitting the field.

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Product Knowledge

The Mira Annual Program

One program for everyone. Know every detail cold so you never hesitate on price or frequency.

Per Treatment Billed Per Visit

$189 /treatment

Same price for every home size

Eaves — knock down nests & webs, leave repellent
Base spray — full perimeter around the foundation
Yard — treat the entire yard every visit
Free re-treatments if bugs return between visits

Schedule

Every 6 wks

18 months — 9 total treatments

Every 6 weeks to break down egg cycles
Bugs don't come back if cycles are broken
Going longer lets eggs hatch — resets the problem
Full warranty throughout the entire 18 months

Initial Setup & Maintenance

$299 today

Normally $399 — $100 group discount

One-time initial setup & maintenance fee
Covers extra time, labor, & product to get started
Group discount applied when trucks are already out
Includes full warranty — free callbacks anytime

Pitch Blueprint

The Pitch

Master both pitches. The Standard for new prospects, the Switchover for customers with an existing company.

Elite Rep Insight — Brock Grieve

The real reason people buy isn't your pitch structure or your objection handling. It's simple: you're giving them a good deal on pest control to fill a spot on your route. Keep the BANDWAGON and FRAMING sharp — that's what separates high ACV days from average ones.

GRIT U — Core Principle

Clarity creates deals. Confusion breaks deals. Every word in your pitch either builds certainty or chips away at it. Run the structure clean.

1

Stage 1 · Intro

Greeting, Trucks, Neighbor Reference & Qualify

"How's it going? I'm [Name] with [Company]." Point to your trucks, name-drop the closest neighbors you're already doing, establish social proof, then qualify: "Do you guys have a company or not yet?" Close the intro with the group discount reason for being there.

2

Stage 2 · Service

Creating Need / Meeting Need — Eaves, Base & Yard

"So we do a couple of things, it's really simple.." Walk each area with a Yes Question → what the bugs do → what we do → why it matters. Eaves: spiders & wasps nest up high. Base: bugs use foundation cracks as highways in. Yard: they nest and breed there, then move toward the home as it heats up.

3

Stage 3 · Program

Mira Annual — Every 6 Weeks, 18 Months

"I come out the same day as the trucks — no cards or fliers, I just sign up everyone who wants to get it done today on a discount." Every 6 weeks for 18 months to break down egg cycles. If bugs come back between visits, call and we come back for free. Confirm: "Does that make sense?"

4

Stage 4 · Pricing

$189/Treatment · $299 Initial Setup (Group Discount)

Ask for square footage, then: "$189 per treatment — same as most companies out here, super affordable." Explain the initial setup & maintenance is where it usually gets more expensive — normally $399. But with the group discount today: "I can knock $100 off and get it done for just $299 bucks."

5

Stage 5 · Close

Recap Everything & Ask

"And that includes everything — full warranty, so if you have any bug issues in between we'll come out for free to take care of it." Then: "Does that sound good?" Stop talking. The first person who speaks after the close loses.

💡 Click the highlighted tags below to personalize with your name, company, and competitor. Your edits save automatically.

1

Stage 1 · Intro

Greeting & Qualify — Do They Have a Company?

How's it going? I'm Your Name with Axiom. You're going to see my trucks out here today. I work for a bunch of your neighbors — closest to you would be your neighbors. We do the pest control for them. Most people I've done today had a company before upgrading to us, a few didn't. Do you guys have a company or not yet?

WHEN THEY SAY YES:

Ok awesome — who do you guys use? [Customer answers] Sweet — how long have you had them? [Customer answers] Perfect. I don't have anything bad to say about them. I will say that John down the street and a bunch of others all just upgraded from your current company — mainly because we treat up high in the eaves for spiders and wasps, which your current company doesn't do. The only reason I'm here today is because we're doing a group discount while the trucks are already out here for anyone who wants to upgrade.

2

Stage 2 · Eaves

Spiders & Wasps — What They Don't Cover

YES Q: You see how your home has these tall peaks?
WHAT THE BUGS DO: Spiders and wasps like to nest up high around the eaves and overhangs especially as it heats up.
WE DO / THEY DON'T: Each time we come out we knock down all the wasp nests and spider webs and leave a repellent up there to keep them from coming back. That's something your current company doesn't do — which is why a lot of people are upgrading.
WHY IT MATTERS: Your house stays looking nice and clean and you won't have to knock those webs and nests down yourself.

3

Stage 3 · Base Spray

Foundation Cracks — Higher Quality Products

YES Q: Now see down here where the foundation meets the siding?
WHAT THE BUGS DO: Ants, spiders, and other bugs use those cracks as highways into the home.
WE DO / THEY DON'T: The reason a lot of people are upgrading is because we treat higher up and further out than your current company and we use higher quality products.
WHY IT MATTERS: So you guys will have less bugs popping up inside throughout the year.

4

Stage 4 · Yard

Treat the Source — Full Yard Coverage

YES Q: I'm sure you know how bugs come from the yard, right?
WHAT THE BUGS DO: That's where they nest and breed. But as it heats up they move toward the home.
WE DO / THEY DON'T: One of the biggest reasons people are switching to us is because we treat the entire yard every time we come out — which your current company doesn't do.
WHY IT MATTERS: We're actually getting to the bugs at the source so you and your family can spend time in the yard without dealing with bugs.

5

Stage 5 · Switching Is Easy

Preovercome the Hassle of Switching

So like I said — I come out the same day as the trucks. I don't bring cards or fliers. I just sign up everyone who wants to get it done today on a discount. As far as upgrading goes it's super easy. Only takes a few minutes to set it up. All you have to do is send an email to your current company or give them a call to let them know you'd like to cancel. And since you've been with them you won't have any cancellation fees.

6

Stage 6 · The Program

Every 6 Weeks, 18 Months, Free Re-Treats

As far as the program goes it's super similar to what you have now. We come out about every 6 weeks for 18 months so we can break down the egg cycles and make sure the bugs don't come back. You're paying for coverage — so if you have any issues between treatments just call and we'll come back for free.

7

Stage 7 · Pricing

$189/Treatment · $299 Initial (Group Discount)

Pricing is based on size. What's the square footage of the home? For a home your size it's just $189 per treatment — super affordable and about the same as most companies. Where it gets a little more expensive is the initial setup and maintenance because it takes more time, labor, and product. If you called us later it would normally run $399. But since I'm setting up the rest of your neighbors today I can knock $100 off and get your initial done for just $299. That includes everything — especially all the areas your current company didn't cover last time they treated. And like I said full warranty — any bug issues between visits we come back for free.

8

Stage 8 · Close

Ask and Stop Talking

"Does that sound good?"

Tip: After you ask — stop talking. The first person to speak after the close loses.

Objection Playbook

The ones you'll hear every day

The best responses use empathy first, a reframe second, and a diagnostic question to close. Never argue. Lower resistance.

"We already have a pest company."

Audit their current service. How long? When were they last out? Find the gap — most services skip the exterior barrier where bugs actually start.

Best

"Nice — how long have you been with them? When's the last time they were actually out? And how's it been working?"

Best

"What do you like about them? And is there anything you wish was different or included that they don't do?"

Good

"Are they treating the eaves and exterior barrier, or mostly inside? A lot of services skip the outside — that's where it actually starts."

Walk

"If they're taking care of you, stick with them. My number's here if that ever changes."

"It's too expensive."

Never fold on price first. Diagnose: expensive compared to what? Break down the math ($2/day) or compare to the cost of doing nothing.

Best

"Compared to what? Walk me through what you've tried so far — I want to see if we're even in the same ballpark."

Best

"Break it down — it's less than $2 a day. How much are you spending on Raid and traps every month that's only half solving it?"

Good

"What would a termite treatment run you — or replacing drywall? This is the prevention cost. The fix is always more."

Walk

"If the budget's locked up, that's real. Here's my number — when it frees up, call me and we'll get you taken care of."

"I need to think about it."

Smoke out the real objection — "thinking about it" almost always hides a price, trust, or spouse concern. Ask what specifically needs to make sense.

Best

"What's the one thing holding you back — is it the price, whether it'll actually work, or something else? I want to make sure I'm answering the right question."

Good

"No long-term contract. If it doesn't work in the first 90 days, you stop. What part still feels uncertain?"

Walk

"You know what — I respect that. Here's my card. When the answer is clear, call me."

"Not interested."

Clarify the objection first — not interested in pest control at all, or just not sure about GRIT? One micro-question before walking.

Best

"Not interested in pest control at all, or just not sure GRIT is the right company? I want to make sure I'm hearing you right."

Good

"One question and I'm out — are you seeing anything inside the house or just outside? That'll tell me if there's even a real issue worth talking about."

Walk

"Alright. Have a good one — my card's there if it ever changes."

"I need to talk to my spouse."

Don't fight it — find out where THEY stand first. If they're a yes, offer to come back when both are available. Never pressure them to decide alone.

Best

"Totally — if it were just up to you right now, where would you land? I want to know your read before you bring them in."

Best

"When are you both usually around? I'll swing back so we can all get on the same page at once — takes five minutes."

Walk

"No rush. If they want to look into it, my info's there. I'll let you all decide."

Industry Terms

Know the language

Sound like a pro from the first sentence. These are the terms that come up in every pitch, every team meeting, and every close.

Exterior Barrier

The perimeter spray applied around the foundation, eaves, and entry points of a home. The first line of defense — stops bugs before they get inside. Most competitors skip this.

Re-treatment

A free service call between scheduled visits when pest activity returns. GRIT includes these at no charge on quarterly and monthly plans — a key differentiator.

Initial Treatment

The first visit, which includes both interior and exterior service. Sets the baseline protection level. Usually the most thorough treatment in the schedule.

Quarterly Service

Four treatments per year, every 90 days. The most common plan. Maintains the exterior barrier year-round and prevents seasonal surges.

General Pest

Ants, spiders, roaches, silverfish, earwigs, and other common household pests. Covered by all GRIT plans. Specialty pests (rodents, termites) may require add-ons.

Transfer / Lateral Move

Convincing a homeowner who already has a pest service to switch to GRIT. Works best by auditing gaps in their current service before pitching.

Cancellation Window

The period after signing when a customer can cancel without penalty. Know your company's window and use it as a trust builder: "You have 3 business days to cancel — no questions asked."

Upsell / Cross-sell

Moving a one-time customer to a plan, or adding specialty pest coverage to an existing plan. Best done after the initial treatment — when they've seen results.

Field Notes

Golden Door Trainings

Notes from the field. Words from reps who've done it.

GRIT U

Company Training Notes

The system. Learn it. Run it. Own it.

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