These are the words you'll hear in training, on calls, and in the field. Learn them cold.
Close Rate
The percentage of doors knocked that result in a signed deal. Example: 5 closes out of 50 doors = 10% close rate.
Pitch
Your structured presentation of the product or service. Includes the problem, solution, value, and ask.
Disposition
The outcome of a door knock: sold, not home, not interested, callback, gatekeeper, etc.
Callback
A scheduled return visit. The homeowner showed interest but couldn't commit. Best followed up within 24 hours.
One-Call Close
Closing the deal on the first visit — no follow-up needed. The gold standard in D2D.
Gatekeeper
Anyone who answers the door but isn't the decision-maker (kids, roommates, renters). You need to get past or through them.
DM (Decision Maker)
The person with authority to say yes. In residential, usually the homeowner. Always identify the DM early.
Pattern Interrupt
Saying or doing something unexpected to break the homeowner's default "not interested" response. Disrupts their mental script.
Social Proof
Using evidence that others (especially neighbors) have bought or participated. "The Johnsons next door just signed up" is social proof.
Assumptive Close
Acting as if the sale is already happening. "Let me get your info so we can schedule the install" instead of "Would you like to sign up?"
Trial Close
A question that tests readiness without asking for the sale directly. "Does that make sense so far?" or "Would mornings or afternoons work better?"
Takeaway
Strategically pulling back the offer. "This might not be for everyone..." — scarcity creates desire.
Tie-Down
A mini-question added to a statement to get agreement. "That's a pretty good deal, isn't it?" Forces micro-commitments.
Rapport
The trust and connection you build before pitching. People buy from people they like. Small talk, compliments, and mirroring build rapport.
Rebuttal
Your trained response to a specific objection. Good reps have 3-5 rebuttals memorized for every common objection.
Urgency
Creating a reason to act now rather than later. Can be time-based ("offer ends today"), scarcity-based ("limited spots"), or loss-based ("you're currently losing money").
Value Stack
Listing everything included in the offer to make the price feel small. "You get X, Y, Z, plus... — all for just [price]."
Pain Point
The specific problem or frustration the homeowner is experiencing. Good reps find the pain, then position the product as the solution.
Turf
The geographic area assigned to you for knocking. Could be a neighborhood, zip code, or set of streets.
Knock-to-Close Ratio
Total doors knocked divided by total closes. Tracks your overall efficiency. Improving this ratio is the fastest way to increase income.
Soft Close
An indirect close that feels like the next logical step, not a hard ask. "Let me just pull up your home real quick to see if you qualify."
Hard Close
A direct, assertive ask for the sale. "I need your signature right here and we'll get you scheduled." Used when the prospect is warm and ready.
Laydown
A sale that happens with almost no resistance. The homeowner was already interested or pre-qualified. Rare but great for momentum.
Rehash
Going back to a previously pitched homeowner who didn't close. Often done by a closer or manager. "Cleaning up" old leads.
Sit / Sit-Down
When the homeowner invites you inside or sits down to review the offer in detail. Getting the sit is a major milestone — it means they're serious.
Door-to-Door (D2D)
The sales model of going directly to residential homes to pitch products or services in person. Industries include solar, pest control, home security, roofing, fiber internet, and more.