01
Pre-Qualification
Timeline for project discovered
When they need it done, and why — urgency identified upfront
/ 1
Project confirmed above job-size minimum
Their details confirm it clears your minimum — below it, expectations are off and you're behind the 8-ball
/ 2
All decision-makers present
Both partners on-site — never present price to half the room
/ 3
Soft close set upfront
They know you'll ask for their business — "if everything looks good, we'll get you on the schedule"
/ 1
02
Consultation Execution
Connected emotionally (beyond the project)
Common ground beyond paint — family, hobbies, life — rapport before scope
/ 2
Major "why" discovered
The real reason — selling, bad experience, deadline — not just "needs paint"
/ 3
Pain points uncovered
What bothers them, what they've put up with, what they're afraid of
/ 2
Scope drilled down
Every surface documented — what's IN and OUT explicitly agreed
/ 2
03
Presentation
Sat down with the homeowner
Seated at the table — authority established, conversation slowed down
/ 1
Photos & findings discussed
Walked through what you found — thoroughness proven before the price
/ 1
Value positioned before price
Story, pamphlet, and process presented — they see the difference before the number
/ 3
Pricing delivered at the appointment
Written quote presented on-site — no "I'll email it later"
/ 2
Assumed the close
"We can get you on the schedule as early as…" — didn't ask, assumed
/ 1
04
Objection Handling
✓
No objections — client said yes
The goal! All 6 objection points credited automatically — no resistance means nothing to handle
Probed past the initial smoke screen
"I need to think about it" — you asked what specifically
/ 2
Reframed the buying decision
Redefined them as a buyer — the real risk is the cheaper option, not your price
/ 2
Established scarcity / held firm
"We're booking X weeks out" — and you didn't cave at the first pushback
/ 1
Adjusted & re-asked with a closing tactic
A specific play — "if I will you…", trade discount, open slot — then asked again
/ 1
Sales Appointment Scorecard
Did the deal close?
⚠ Price not presented at the appointment
This deal will not close today. Emailing a quote after the fact kills close rates — always present on-site, in person, before you leave.
Coaching notes
Analyzing your appointment