Complete Sales Training System

🎯 Your 7-Day Goal (Updated Targets)

150

Dials Per Day

Conversations/Day

Appointments/Week

40%

Close Rate Target

The Math That Works

150 dials/day → 20 conversations → ~2-3 decision makers reached → 1 appointment booked

7 appointments/week × 40% close rate = ~3 deals closed per week

At $1,500/month average = $4,500 new MRR/week = $54,000 annual value added

What's Inside This Training

Section	What You Get
📞 Daily System	8am-5pm schedule, 150 dials/day execution plan, hourly targets, call pacing, tracking system
📜 Full Scripts	Complete gatekeeper scripts, decision maker openers, ALL objection rebuttals, appointment locking techniques
🎬 Presentations	Live 23-minute demo recording, presentation structure (7 phases), discovery process, closing techniques, what works & what doesn't
🚶 Remote → In-Person	How to adapt online demo process for in-person walkthroughs, what stays the same, what changes, closing in-person vs phone
🔄 Follow-Up & Closing	Post-presentation protocol, follow-up schedule (Day 1-21), close call scripts, 5 proven closes, handling deferrals
📊 Metrics	Daily scorecard template, weekly tracking, KPIs that matter, what good performance looks like

⚡ Before You Start

This is not theory. This is the exact system One Janitorial uses to book 3+ appointments per setter per week at a 20-30% close rate.

Your job: Execute exactly as written for 7 days. Don't modify, don't "make it your own", don't skip steps. Follow the system. The system works.

📞 Your Daily Execution Schedule (150 Dials)

Morning Block: 8:00 AM - 12:00 PM (4 Hours)

Target: 100 dials, 13-14 conversations, 1-2 decision makers reached, 1 appointment booked

8:00-8:15 AM — Prep (15 min)

Pull today's lead list (50+ businesses)
Open CRM or tracking spreadsheet
Read script out loud ONCE (cold or rusty? read it twice)
Mental frame: "I'm solving their problem, not selling"
Coffee/water ready (you'll need it)

8:15 AM - 12:00 PM — Dial Hard (25/hour pace)

Work list sequentially — no cherry-picking, no skipping
30-45 second gaps max between calls
Follow script word-for-word (especially first 50 calls)
Log every call immediately (outcome + next action in CRM)
No dwelling — rejection? next dial. Voicemail? next dial. Callback? schedule it, next dial.

Hourly Checkpoint: After each hour, check: Did I make 25 dials? If not, speed up. No analysis, no overthinking — just dial faster.

Midday Block: 1:00 PM - 3:00 PM (2 Hours)

Target: 40 dials, 5-6 conversations

1:00-2:00 PM: Continue cold calling (fresh leads from list)
2:00-2:30 PM: Callback attempts (voicemails from morning who said "call me after lunch")
2:30-3:00 PM: Email follow-ups (10-15 emails to leads who weren't reached)

Afternoon Push: 3:00 PM - 5:00 PM (2 Hours)

Target: Mix of calls + admin to close out the day

3:00-4:15 PM — Final Dial Push

Last 20-30 dials to hit your 150 target
Callback attempts ("call me at 3pm" prospects)
Warm leads (showed interest earlier, didn't book)

4:15-4:45 PM — Follow-Up Work (30 min)

Send appointment confirmation emails (tomorrow's walkthroughs)
Update CRM with all next actions
Email leads who showed interest but didn't book (send proposal/info)

4:45-5:00 PM — Track & Prep (15 min)

Update daily scorecard: Dials, conversations, DMs reached, appointments booked
Review: What worked today? What didn't? (1-sentence answer each)
Prep tomorrow: Pull 50+ fresh leads, queue them up

⚡ The Golden Rule

Volume beats perfection. Your first 100 calls will be rough — voice shaky, script choppy, rejections sting. That's normal.

The script works. The process works. But only if you make the calls. Don't aim for perfect delivery — aim for 150 dials. Speed kills hesitation.

📜 Complete Call Scripts & Rebuttals

STEP 1: Gatekeeper Handling

Your Goal: Get transferred to the decision maker

Universal Opener (Every Single Call)

"Hello, how are you? I was wondering if you could help me out. My name is [YOUR NAME]. I'm one of the sales managers at [YOUR COMPANY]. I was looking for the person who chooses the janitorial services for your business. Are they in, or would that be yourself?"

What Happens Next:

If "one moment": Wait for transfer → When DM answers, go to Step 2
If "they're not in": Use Callback Protocol below
If gatekeeper starts acting like DM: ("We have a cleaner" / "What's this regarding?") → Treat as DM, skip to Step 2

Callback Protocol (DM Not Available)

You: "When would be a good time to call back to speak to them?"
[They give time]

You: "Perfect. And can I have their email so I can send them some information?"
[They give email]

You: "So that's [repeat email back], correct?"
[Confirm]

You: "Great. And can you pass me to their voicemail so I can leave a quick message?"

Then: Log callback time + email in CRM. Move to next call immediately.

STEP 2: Decision Maker Script

Your Goal: Book a free quote appointment

Opening (When You Reach the DM)

"Hi [Name], my name is [YOUR NAME]. I'm one of the sales managers at [YOUR COMPANY]. The reason I'm reaching out is because we're currently helping other businesses in your area with janitorial services, and in lots of cases they're saving up to $2,000 a year. If we give you a free quote, would you take a look at it?"

✅ If YES: Go directly to Step 4 (Qualifying Questions). Do not pass go, do not add commentary.

⚠️ If RESISTANCE: Use Step 3 objection rebuttals below

STEP 3: ALL Objection Rebuttals

These are the 7 most common objections. Memorize these word-for-word.

❌ Objection #1: "We're happy with our current cleaner"

"Hey, I understand. We're not trying to take anything away from them. We're just introducing ourselves as we're currently helping other businesses in your area with janitorial services, and in lots of cases they're saving up to $2,000 a year. If we give you a free quote, would you take a look at it?"

Follow-up if still resistant:
"The fact that you're happy with your cleaners wouldn't just stop you from taking a look at what else is out there, would it?"

❌ Objection #2: "We're not interested"

"I totally get that — you're probably busy. But here's the thing: we're already helping [number] businesses in [city/area], and a lot of them didn't think they needed us either until they saw how much they could save. All I'm asking is 10 minutes to walk through your space and give you a free quote. Worst case, you have a number on file. Best case, we save you $2,000 a year. Fair?"

❌ Objection #3: "Send me an email"

"Happy to do that. But just so I send you the right info — are you open to taking a look at other options, or are you locked into a contract right now?"

[If they say yes to looking:]
"Perfect. How about I send you the info today, and I'll give you a call back Friday to see if it makes sense to do a quick walkthrough?"

❌ Objection #4: "How much does it cost?"

"Great question. It depends on the size of your space and how often you need cleaning. That's why the walkthrough is helpful — I can see exactly what you need and give you an accurate quote on the spot. Are you around [DAY] or [DAY] this week?"

❌ Objection #5: "We do it in-house"

"That makes sense. A lot of our clients used to do that too. What they found was that outsourcing actually saved them money — when you factor in the time your staff spends cleaning plus supplies, it often costs more than you think. Would it be worth 10 minutes to see if we can beat your current cost?"

❌ Objection #6: "We're in a contract"

"No problem at all. When does your contract end?"
[Get date]

"Perfect. What I can do is get you a quote now so you have something to compare when your contract is up. That way you're not scrambling at the last minute trying to find quotes. Does [DAY] work for a quick walkthrough?"

❌ Objection #7: "I'm too busy right now"

"I hear you. The walkthrough only takes 10 minutes — I can work around your schedule. I have openings [EARLY MORNING like 7am] or [LATE AFTERNOON like 5:30pm]. Which works better for you?"

STEP 4: Qualifying Questions

Ask these BEFORE booking the appointment. Every time. No exceptions.

"Perfect. Before I book you in, let me ask a few quick questions so I make sure I have everything ready when I come by..."

Question (Ask Exactly This)	Why It Matters
"Just to confirm — you're the person who makes the final decision on janitorial services, correct?"	Confirms decision maker. If not sole DM, get the other person's name/contact info.
"How big is the space we'd be quoting? Roughly [X] square feet?"	Helps you estimate quote range before arriving. Shows you're prepared.
"What are you paying now, if you don't mind me asking?"	Establishes budget baseline. If they hesitate: "Ballpark is totally fine"
"Are you currently in a contract, or are you month-to-month?"	Determines urgency and realistic start timeline. Contract = longer sales cycle.
"If the quote works out, when would you be looking to get started?"	Gauges intent. "ASAP" or "next month" = hot lead. "Maybe next year" = nurture.

STEP 5: Locking Down the Appointment

After qualifying questions, book immediately. Don't give them time to back out.

"Perfect. What I'll do is schedule a quick 10-15 minute walkthrough so I can see the space and get you an accurate quote on the spot. I have openings [DAY] at [TIME 1] or [TIME 2]. Which works better for you?"

Get These 3 Things:

Date + Time (specific — not "next week", actual day + time)
Best phone number to reach them day-of
Email address (for confirmation email)

Confirmation & Lock Script

"Great! So I have you down for [DAY, MONTH DATE] at [TIME]. I'll send you a confirmation email right now to [EMAIL]. And I have your number as [PHONE], correct?"

[They confirm]

"Perfect. I'll see you [DAY]!"

💡 Pro Tip: Say "I'll see you [DAY]" not "I'll talk to you then". "See you" = commitment. "Talk to you" = maybe.

🎬 Sales Presentations

📹 Live Sales Presentation — Edward Alisat (Skyline AL)

Duration: 23 minutes | Type: First demo call (remote walkthrough)
Prospect: 500 sq ft office, 3 people, in-house cleaning
Quote: $290/month | Outcome: 7/10 interest, follow-up Friday 9am

▶️ Watch Full Presentation (23 min)

What to Watch (Key Timestamps)

0:00-3:00 — Opening & rapport building
3:00-6:00 — Discovery questions (note: surface-level only)
6:00-12:00 — Checklist walkthrough (detailed scope)
12:00-15:00 — Pricing ($290-$381 range)
15:00-19:00 — Value props (ISSA training, vetting, audits)
19:00-23:00 — Follow-up setup (books Friday 9am call)

📊 Coaching Score: 28/50 (Developing)
Strengths: Professional energy, strong follow-up discipline
Gaps: No close attempted despite 7/10 interest, discovery too shallow

Watch this to learn both what works AND what to avoid. Perfect for seeing real objection handling.

Presentation Structure (Follow This Every Time)

7 phases, 15-30 minutes total:

Phase	Time	What You Do
1. Opening & Rapport	2-3 min	Thank them, reference appointment setter call, set 3-part agenda
2. Discovery & Needs	5-7 min	SPIN questions: What's working/not working? What's important? What would make this worth it?
3. Checklist / Scope	5-8 min	Walk through detailed checklist area by area. Screen-share if remote.
4. Price Flexibility	3-5 min	Present range, test budget, anchor to value (compare to in-house cost)
5. Value Building	3-5 min	Training (ISSA), vetting (30-step), quality systems (monthly audits, photos)
6. Close Attempt	2-3 min	Ask for the business. "Should we move forward?"
7. Next Meeting	1-2 min	If no close: Book specific follow-up call (day + time)

🚶 Adapting Remote Demos to In-Person

What Stays the Same

The 7-phase structure — Opening, discovery, checklist, pricing, value, close, next step
The scripts — Same questions, same objection handles, same closes
The goal — Close on the spot or book specific follow-up
Time target — 15-30 minutes (don't overstay)

What Changes

Discovery (Bigger Opportunity)

You're physically there. Use it:

Walk the space WITH them — "Show me your biggest pain point"
Point and ask — "How often does this area get cleaned?" (while standing in it)
Build rapport physically — Handshake, eye contact, noticing details ("Nice setup!")

Checklist (Visual + Tactile)

Don't just read the checklist. Show them:

Bring a printed checklist — Let them hold it, mark it up
Point to areas as you talk — "This lobby would get daily attention..."
Take photos — "I'll include these in your proposal so you see exactly what we're quoting"

Closing (Stronger in Person)

Physical presence = higher close rate. Use it:

Pull out the contract — Have it ready, printed, in your bag
Assumptive close — "I can get you started next Monday. Does morning or afternoon work better?"
Silence works better — After you ask for the business, SHUT UP. Don't fill silence. Let them process.

In-Person Close Rate Target: 40%

If you're closing 20% on phone/remote, you should close 40% in person.

Why? Because:

You've seen the space (more credible quote)
They invested time to meet you (higher commitment)
You can hand them a pen (physical contract beats "I'll send it")
Rapport builds faster face-to-face

💡 The "I Can Start You Monday" Close

At the end of the walkthrough, after showing the quote:

"Based on what I'm seeing, I can get you started Monday morning. I have the contract right here. Should we lock that in?"

Then STOP TALKING. Pull out the contract. Wait. This closes 40%+ of qualified walkthroughs.

🔄 Follow-Up & Closing System

Within 1 Hour of Presentation

Send follow-up email with attachments:

Customized proposal PDF ($[PRICE]/month)
Full cleaning checklist (their specific space)
Sample monthly audit report (shows photo inspection system)
Certifications (ISSA, WCB, insurance docs)

Subject: [Business Name] — Your Janitorial Proposal

Hi [Name],

Thank you for taking the time today. As promised, I've attached your proposal ($[PRICE]/month), checklist, and sample audit report.

Quick recap: [Size] sq ft, [frequency] cleaning, start date [timeline].

I have you on my calendar for [DAY] at [TIME] to finalize everything.

[YOUR NAME]

Follow-Up Schedule

Timeline	Action
Day 1	Presentation + email within 1 hour
Day 2-3	Check-in text: "Did you get a chance to review the proposal?"
Day 4-5	CLOSE CALL (the follow-up you scheduled during presentation)
Week 2	Email case study, text check-in if no response
Week 3	Call attempt (if ghosting)
Week 4+	Move to nurture list (monthly check-ins)

The Close Call Script (Day 4-5 Follow-Up)

Opening (Let Them Talk First)

"Hi [Name], thanks for making time. I know you wanted to go through the proposal with [person/team]. How did that go?"

Then LISTEN. Their answer tells you what objection to handle.

After Addressing Concerns → Re-Close

"Based on everything we've covered, it sounds like [restate their need] is the priority. With the promotion ending [DATE], should we get the paperwork going today so we can lock you in?"

5 Proven Closes

Direct: "Should we move forward?"
Assumptive: "What day works best for your first clean — Tuesday or Thursday?"
Urgency: "The promotion ends Monday. To get the discount, we need to sign today. Work for you?"
Conditional: "If I can [address concern], would you be comfortable starting next week?"
1-10 Scale: "On 1-10, where's your interest? ... What would make it a 9?"

📊 Metrics & Daily Tracking

Daily Scorecard Template

Metric	Target	Your Actual
Dials Made	150	___
Conversations	20	___
Decision Makers Reached	2-3	___
Appointments Booked	1	___
Walkthroughs Completed	1	___
Deals Closed	0.4 (2/week)	___

Weekly Tracking

Track these every Friday:

___ / 750

Total Dials This Week

___ / 7

Appointments Booked

___ / 3

Deals Closed

____%

Close Rate

What Good Performance Looks Like

Metric	Poor	Good	Excellent
Dials/Day	<100	150	200+
Conversation Rate	<10%	13-15%	20%+
Appts/Week	<5	7-10	12+
Close Rate	<20%	30-40%	50%+
Deals/Week	<2	3-4	5+

🎯 Your 7-Day Target

750 dials → 100 conversations → 15 DMs → 7 appointments → 3 deals closed

At $1,500/month average = $4,500 new MRR = $54,000 annual value

If you execute this system for 7 days straight, you'll land more business than the last month combined.