These terms are specific to the SISU system. They come up in every training, every roleplay, and every Ring. Know them as well as the basics above.
Ace
A price drop or free add-on given during RTAC negotiation. Always delivered with a business reason (trucks already here, route density, keep the tech busy). Never given desperately — always logically.
"Since we're already on your street, I can waive the initial. That's the ace."
Bandwagon
Using specific neighbors, trucks in the area, and recent signups as social proof. The best bandwagon includes names, street names, and details. Point at the house when you name-drop.
"The Johnsons right there on 7th — they just signed up last week."
Box In
In a switchover, telling the customer what their current company does (and doesn't do) — rather than asking. Confirms the gap between what they're getting and what you offer.
"So they just come to the outside, and probably skip the eaves, right?"
Bug Confession
When the customer reveals their specific pest problem. The most valuable moment in the pitch — tie your close directly to what they just said. See the full breakdown at
/bug-confession.
"We've got spiders bad in the garage." → Now you know exactly what to address.
Buying Temperature
The customer's current level of readiness to buy. Motion increases it. Standing at the front door = low temp. Walking to the backyard = higher temp. Physical movement builds emotional investment.
Going yard raises buying temperature before the close.
Down Tone
A downward inflection when delivering a close or soft close. Sounds settled and assumptive. Up tone sounds like a question and signals uncertainty. "Does that sound good." (period) vs. "Does that sound good??" (eager, questioning).
Practice every close with your voice going down at the end, not up.
Framing
Reminding the customer why you're there throughout the pitch — trucks in the area, group rate, route density. Replaces salesperson energy with business person energy. Not said once at the start; woven in naturally.
"Only reason I'm here is we're already running trucks on this street today."
Funnel
The step that identifies whether the customer has an existing pest company. Opens the door to either a switchover pitch or a no-company pitch. Asked casually, not as an interrogation.
"Do you have someone coming out — or not yet?"
Go Yard
Walking the customer to their backyard during the pitch. Hard to say no when you're standing under a wasp nest together. Motion creates emotion. Going yard is one of the strongest buying temperature builders in the process.
"Mind if I take a quick look at the back? Takes 30 seconds."
Group Rate
The discounted pricing offered because trucks are already working in the area. This is the business reason the deal exists today — not a sales tactic, but a real logistical explanation for why the pricing is lower right now.
"We save on transportation cost when multiple houses are on the same route."
Handle the Hassle
In a switchover, proactively offering to handle the customer's cancellation paperwork before they can use "the hassle of canceling" as an objection. Pre-overcomes the most common switchover resistance.
"I'll actually help you send the cancel email before I leave so it's already done."
Hot Button
The specific bug or problem the customer mentioned during the confession. Used in the Twist to increase pain and decrease the perceived risk of buying. The customer's own words become the reason to act.
If they said "spiders in the garage" — that's your hot button for every RTAC round.
Pre-Overcome
Handling an objection before it surfaces, so the customer never has a reason to raise it. The highest-level skill in the SISU system. Framing is a pre-overcome. Bandwagon is a pre-overcome. Handle the Hassle is a pre-overcome.
"I don't carry cards or flyers — I just get people set up." (pre-overcomes "just leave me info")
Resolve
The R in RTAC. Acknowledging the customer's objection without validating it — recognizing their concern and moving through it. "I hear ya. Makes sense." does not mean agreement. Tone stays unbothered.
"I totally get that. Here's the thing though—"
Ring of Negotiation
The negotiation phase that begins after the first hard close. Where RTAC is deployed. Level 5 reps look forward to The Ring — it's where deals actually get made, not where they're lost. See the full breakdown at
/negotiation.
Every close is just the doorbell to The Ring.
Route Density
Multiple accounts on the same street or neighborhood. Saves on transportation cost, which creates the business reason for the group rate. The more houses on a route, the lower the cost per stop.
"We've got four other houses on your street — that's why we can do the group rate."
Smokescreen
A reflexive, not-real objection — the automatic "not interested" or "we're good" before the customer has heard anything. Recognize it, don't react, and keep moving. It's not rejection. It's just a YouTube ad you skip past.
"Not interested" at the door before you've said anything = smokescreen. Blow through it.
Twist
The T in RTAC. Going back to the customer's hot button to increase the pain of not solving the problem and decrease the perceived risk of buying. The doctor doesn't argue — he points at the wound.
"You mentioned spiders in the garage — your kids play out there right?"
Yes Train
The nine soft-close agreements built before pricing — three per scope (Eaves, Base, Yard). By the time the customer hears the price, they've said yes nine times. The hard close feels like the only logical next step.
9 yes's before pricing. See the full breakdown at
/closing.