The SISU
Bible

• You will not sell everyone you talk to. But if you plug into the systems and follow the sales process every day despite how you feel — you will close deals.
• Buyers who are buyers will buy — but you don't know if they are buyers until you apply the sales process on every door.
• The sales process is a system. If you plug into it, sales will become a byproduct — not a product.
• We are more in love with the process and systems than the results. Results are organic when there are correct systems.

The constant search for every answer is actually the problem. As humans we tend to create our own problems and then try to find solutions to the problems we created. The only way to fix skill issues is through recordings and one-on-one trainings — not mid-day panic calls.

• Every day on the doors is game day. Once the Segway turns on and the first door is knocked, the clock has started.
• The main fixing and adjusting is for practice — morning meetings and evening trainings with your manager.
• When you miss on a deal, the best thing you can do is keep knocking. Don't constantly look at coaches in the middle of the day to fix every single thing.
• Recordings after the doors are powerful. Mid-day calls when needed are fine. Real adjustments happen in training.

The gap between a rookie and an elite rep is not talent. It is reps. It is time on the court. It is the willingness to develop every part of your game — not just the parts that feel comfortable.

Every part of the sales process has levels. A rep who may be great at their intro and building value but not very good at closing and RTACing is like a 2K player who is great at shooting but lacks strength. Know your level. Know what to work on.

• If you are simply seeing this as a job to make money you probably won't last long. And that is said with love.
• The minute you stop doing things for money is the minute you start doing great things. If your why is money you'll make less. If your why isn't money you'll make more.
• Money is a result of depth. It is a result of caring about something so much that the work becomes effortless because the meaning is bigger than the discomfort.
• The depth of your why determines what you are capable of when everything is working against you.
• Find your why. Write it down. Look at it every morning before you hit the doors.

• Urgency — The customer needs to decide now, not later. Created through the group rate, trucks being in the area, the season, and the bugs they already have. Without urgency customers always say they'll think about it.
• Credibility — Why the customer trusts you. Comes from energy, reviews, being local, neighbours who already signed up, and the way you carry yourself. If they don't believe you nothing else matters.
• Value Proposition — Why what you offer is worth more than what they're paying. Built through the scopes, the warranty, treating the yard and eaves that other companies skip.

• Showered, clean clothes, not wrinkly, smell good — every single day
• Take care of your slick — replace it when it becomes tattered or dirty
• Move between doors with A+ energy
• Stand on the porch with confidence and purpose — BOSS mentality
• Smile and make good eye contact when talking to customers

• Don't wear a backpack
• Don't wear jeans
• Don't wear AirPods or headphones
• Don't have unkempt hair or a ton of face piercings
• Don't look sad, desperate, or like a sales rep. Look like a normal person with a purpose.

• Smoke screens come first in the intro — "we're not interested," "we already have someone," "we're good thanks"
• Acknowledge it and keep moving like it didn't happen. Do not engage. Do not try to solve it.
• Tone: Unbothered. Calm. Like what they said didn't land. If you sound rattled, the customer feels their smoke screen worked.
• Body language: Stay planted. Don't step back. Don't flinch. The porch is your office.

• Not just who you work for — who else switched from the same company, dealt with the same bugs, made the same decision
• Level 1: 1–2 memorized names repeated every door
• Level 5: 3+ names with descriptions, street names, specific details — "The family on 7th street just upgraded from XYZ last week. The couple at the corner were getting the same ants. The home right across from you got set up yesterday."
• Point at the neighbour's house when you name drop. Make it visual. The customer will look.

• "You guys probably know the Johnsons next door?" — You already know the answer. You're asking to engage, not to learn.
• "You know 7th street behind you?" "Makes sense right?" — Building the yes pattern early.
• Down tone. Light and conversational. Not a formal question.

Every customer you encounter falls into one of two categories — they have a company or they don't. Understanding who you are talking to before you begin building value is essential. It changes how you frame, how you build value, and how you negotiate.

• Step 1 — Gain Info: "Cool, who do you guys have coming out?" "How long have you had them?"
• Step 2 — Frame, Hook & Bandwagon: Hook their attention immediately. The hook should be your biggest clear win. "The only reason I am here is because I come out with my trucks. Because so many people have been upgrading we do huge discounts."
• Step 3 — Box In: Don't ask what their company does — tell them. "Correct me if I am wrong, when they come out they spray the base, come inside if you need them to, and come back for free. You aren't paying anything extra right?"
• Step 4 — We Do. They Don't.: Show both sides. "We do the yard — they don't." Saying "we do the yard" means nothing if they don't know their current company is skipping it. The contrast creates the value.
• Step 5 — Handle the Hassle: "As far as upgrading, we take care of all the paperwork, hassle, and show you how to cancel them, so it's super easy." Do this before program and pricing, always.

• Start where there are visible bugs or where the customer already mentioned bugs
• Base: Bugs get in the cracks → We treat the base → They don't have to do it themselves
• Eaves: Spiders and wasps nest up high → We sweep and treat → They don't have to get on a ladder
• Yard: Bugs nest and breed in the yard → We treat the yard → They don't have to go out in the heat themselves
• Every scope: Create Need → Meet Need → Soft Close → Benefit

• After pricing is delivered — do not just stand there. Immediately restate what they are getting.
• You know program and pricing is clear when customers say "Okay so it's $179 every two months and an 18-month contract?"
• You know it isn't clear when they say "Wait — is this a monthly thing? I thought it was a one-time service."

• "Do you guys want the garage done too? Or just the outside?"
• "Do you guys want the inside done as well? Or just the outside?"
• "Does that sound good?"
• "What's your last name?"

• Immediately after explaining pricing and warranty
• Immediately after an ace in the ring
• Immediately after a buying question — "Yep and it's all under warranty — what's your last name?"
• Immediately after a bug confession — "Yep, we'll take care of those. Did you want us to treat inside too?"

• Eaves: 3 yes's — "See how your home has these tall peaks?" / explain / "Does that make sense?"
• Base: 3 yes's — "See down here where the foundation meets the siding?" / explain / "Does that make sense?"
• Yard: 3 yes's — "I'm sure you know how bugs come from the yard, right?" / explain / "Does that make sense?"

This type of execution is what makes the real close feel easy. iPad out before the close. Down tone. Expect the yes.

• Already Here: "We're already out here — the trucks are paid for. I can save you because of that."
• Route Density: "The more houses I get on this street the more we save on gas. That savings goes to you."
• Keep Tech Busy: "I have to keep my tech busy today — I'd rather pay him to work than sit. So I'll just waive the initial."
• Leave a Review: "We're local and reviews mean everything. If you can leave us a good review after the first service I'll drop that first one to just product cost."
• Friend/Referral: "If you can give me a name of a neighbour or friend I can go visit, I'll drop you even further."
• Long Term: "I'm willing to take a hit on year one because I know once you try us you'll keep us forever."

If the customer mentions a concern more than twice it is a real concern and needs to be addressed directly. Don't be a brick wall. Questions are not objections — if a customer asks a question, just answer it.

• Price: Never walk from a buyer until you've gone to bare bone minimums. RTAC your way there — don't just throw out the cheapest price.
• Spouse: Never leave a deal in the hands of someone who wasn't there. Do whatever it takes to get in front of the decision maker yourself. "Do you mind grabbing your husband? I just want to make sure he's aware of everything before I head out." Never let information get relayed — energy gets lost, the deal gets lost.
• Commitment: Make it feel like no big deal. "I'll put you on our 12-month trial program. Give me a shot for the year. You'll keep us for life."
• Current Company Loyalty: Talk about how it's just pest control — nothing too deep. The more simple and easy you make it, the more simple and easy they feel about it.
• Timing: If they're truly leaving and already sold — grab their number and call them on the way. Never let time kill a sold customer.
• Trust: Show the website and reviews. Let the proof do the talking.

• Framing is a pre-overcome
• Bandwagon is a pre-overcome
• Handle the Hassle is a pre-overcome
• "Do you have someone or not yet?" is a pre-overcome — it makes both answers fine
• "I don't carry cards or flyers" is a pre-overcome
• Going to the yard is a pre-overcome — hard to say you don't have bugs while standing under a wasp nest

• Rich neighborhood? They have money and no time to worry about bugs. They want someone they trust. Be that person.
• Lower income neighborhood? People here spend more money than anyone. When you show them value and a deal, they buy. Do not underestimate this hood.
• They have a company? Already paying for pest control. Halfway there. Show them why Axiom is better.
• No company? Nobody has educated them. The canvas is blank and you're the only one there.
• No bugs? Bugs they can't see are the most dangerous kind — building in the cracks and yard right now.
• Difficult customer? A difficult customer who buys is one of the most loyal customers you'll ever have — they vetted you and you passed.
• Slow day? Slow days build grit. The reps who push through slow days are dangerous when momentum kicks in.
• Exhausted at 8pm? So is everyone else. The difference is you're still knocking and they're not. The last hour is where deals live.

• Fill out Info on Pest Routes + Notes
• Put in prices on Service
• Gather Card Info + CC APAY
• Set Expectations
• Sign Agreement
• Schedule Next Available Slot
• Do Welcome Call
• Expectations Again

• Eye contact when gathering credit card info — do not make the customer feel like a transaction
• When you say goodbye — look them in the eyes, shake their hand, mean it
• Ask a real question before you leave: "Is there anything else you want us to make note of for the tech?"
• The last impression is just as important as the first

• Fully onboarded on Rippling
• Completed Grit University Training Video on Rippling
• Completed the Pre-Summer Quiz
• Background Check finished on Rippling
• Pest Routes downloaded
• Slack downloaded
• Intro and Program/Pricing exact script memorized

• iPad with data, charged
• PestRoutes app downloaded
• Slack downloaded
• Groceries for the week
• Fully unpacked and settled

• General Pest (EOM): Standard $159/$159 — Minimum $69/$139
• General Pest (Quarterly): Standard $159/$159 — Minimum $69/$139
• Mosquito, Tick, Flea: Minimum $69/$99 — Monthly April–Oct (7x)

• Inside: In-Wall treatment, cracks and crevice (window sills and door frames), plumbing voided, targeted treatment as needed
• Outside: Non-repellent with backpack (ants carry it back to nest), granulation through yard, sweep/treat the eaves, targeted treatment as needed

• Mosquito, Fleas, Ticks — covered under MFT separately
• Bed Bugs, Moles — additional service available through office
• Voles, Flies — not covered
• Heavy cockroaches may require a flush — additional service

• Green Stars — Current active customers
• Black Stars — Previous customers
• Gold Stars — Customers who left Google reviews

• Step 1 — Info: First name, last name, email, phone, notes
• Step 2 — Service: Fill in prices and discounts given
• Step 3 — Pay: Payment info — CC APAY always
• Step 4 — Agree: Two initials (agreement + autopay) then signature. Sent to their email.
• Step 5 — Status: Schedule initial appointment. Permanent notes for full agreement. Initial notes for first service only.

After filling in each section — save by clicking the box in the top right of the screen.

• Rookie: 5% (12mo) / 10% (18mo) — Saturdays 2x
• Veteran: 5% (12mo) / 15% (18mo) — Saturdays 2x
• Example: Veteran + 18-month + $1,000 contract = $150 upfront. If Saturday = $300.

• 1st–15th — paid by the 25th
• 16th–31st — paid by the 10th

• Account must be serviced and active
• Enrolled in autopay and initial paid
• Welcome call completed
• Meet pricing minimums
• 95% welcome call completion required — $50 deduction per account below threshold
• 70% of accounts must be 18+ month contracts — $50 deduction per account below threshold

• Shared housing: $475 upfront withholding per paycheck / $950/month actual
• Private housing: $950 upfront / $1,900/month actual
• Rookie rent credit: $3,000 credit if 150 accounts serviced with 110+ commissionable

• Weeks 1–2: No quota. First two weeks have a $250 minimum paycheck guarantee.
• Week 3+: 5 accounts/week (shared housing) or 10 accounts/week (private housing)
• Fail quota — 1 week probationary period. Fail again — checked out of housing Sunday.