Module 9 — Sales: Objections + Positioning (Lesson)

The posture

We are not the cheapest.

We’re the cleanest process.

The 4 common objections

1) “You’re higher than the other guy.”

Response:

• “Totally fair. The difference is our process: plant protection, soft-wash safety, and documented before/after.”

2) “Can you do it today?”

Response:

• urgency costs money
• protect schedule integrity

3) “Will this remove everything?”

Response:

• set expectations (oxidation/hard water/rust)
• test spots

4) “Do I need to be home?”

Response:

• explain Proof Pack + communication timeline

Scripts

Do this next (assignment)

• Run this lesson on a real job or a mock walkaround.
• Capture a Proof Pack for the scenario.
• Do the Final Walk.

References (SOPs + checklists)

• Proof Pack SOP: 04_sops/proof-pack/proof-pack-sop-v1.md
• Final Walk checklist: 04_sops/universal/final-walk-checklist-v1.md

Printables

• Operator Checklist Pack (truck copy): 03_curriculum/printables/operator-checklist-pack-v1.md

Field Guide & Interactive Calculator (tbsoftwash.com)

💼 Commercial & HOA Proposal Templates + Interactive Estimators:

• Florida HOA Pressure Washing RFP Template (F.S. § 720.3055 10% Rule Calculator) →
• Florida HOA & Condo Exterior Maintenance Guide →
• Pre-Listing Home Inspection & Exterior Cleaning ROI Calculator →
• How to Measure a Roof Remotely for Soft Wash Quotes →

Gear Box (Amazon)

Field Estimating, Test-Spot & Proof Pack Kit

• UBeesize 64" Phone Tripod — filming walkaround video estimates and before/after Proof Packs.
• Chemical Guys Acc_136 32oz Acid/Chemical Sprayer + 0-14 pH Test Strips — running live 60-second on-site test spots during HOA & commercial walkarounds.
• XTRATUF Men's Ankle Deck Boots + HUK Performance Work Apparel — clean, uniform on-site estimator presentation.

Disclosure: As an Amazon Associate, we earn from qualifying purchases.