01
Pre-Qualification
Timeline for project discovered
You know when they need it done and why — urgency or flexibility identified before you invest an hour
/ 1
Major "why" discovered
Real motivation found — selling, bad past experience, event, deadline — not just "needs paint"
/ 3
Price expectation discovered
Gauged budget awareness — they have a realistic sense of what professional painting costs before you present
/ 1
All decision-makers present
Both spouses / partners on-site for the full appointment — never present price to half the room
/ 3
Soft close set upfront
Let them know at the start you'll be asking for their business today — preps them to buy before the appointment even begins
/ 1
02
Consultation Execution
Connected emotionally (beyond the project)
Found common ground outside of painting — family, hobbies, life events — built real rapport before talking scope
/ 2
Pain points uncovered
Dug into frustrations with the current state — what bothers them, what they've been putting up with, what they're afraid of
/ 2
Scope drilled down
Every surface, room, and concern documented — what's IN and what's OUT was explicitly agreed on
/ 2
03
Presentation
Sat down with the homeowner
Took a seat at the table before presenting — established authority and slowed the conversation down
/ 2
Photos & findings discussed
Walked through what you saw and documented — established thoroughness and justified your process before the price
/ 2
Value positioned before price
Company story, sales pamphlet, and mechanism for delivered results presented — they understood the difference before seeing the number
/ 2
Pricing delivered at the appointment
Written quote presented on-site — no "I'll email it later"
/ 2
Assumed the close
Moved forward naturally — "We can get you on the schedule as early as…" — didn't ask, assumed
/ 1
04
Objection Handling
Scarcity discussed
Schedule reality shared — "We're booking X weeks out, earliest I can hold is…" — creates urgency without pressure
/ 1
Probed past the initial smoke screen
"I need to think about it" wasn't accepted at face value — you asked what specifically they needed to think through
/ 2
Reframed the buying decision
Shifted their perspective — from "spending money" to "solving a problem they've already decided to solve"
/ 2
Re-asked for the sale
After handling objections, you asked again — didn't leave without a clear yes, no, or next step
/ 1
Sales Appointment Scorecard
✓
Closed at the Appointment
Tap to mark — share the proof
⚠ 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