Swap sticker shock for more services sold.

For your outside sales team, presenting a quote is a moment of truth in the sales process. When a technician presents the quote after an inspection for a high-value service — a complex termite exclusion or a comprehensive insulation job, for instance — potential customers can turn away after seeing the total price.

Even though the service is necessary and the value is clear, that sticker shock can be enough to stop a smooth sale in its tracks. Technicians often have a knee-jerk reaction to recommend a more affordable service instead, even if it’s less effective, inadvertently down-selling the customer while simultaneously setting the stage for callbacks down the road.

The Problem: Your techs are pest experts, but not necessarily confident closers when customers balk at larger numbers. Without the right training and resources, those sales opportunities become missed opportunities.

The Solution: Pay Over Time as a Sales Training Tool

Consumer financing is more than just a billing option for your customers; it’s a vital sales tool for your outside sales team. While pay over time allows customers to bridge the gap for high-ticket services with smaller monthly payments, those same smaller payments take pressure off of sales staff presenting the quote.

Consider presenting a termite treatment quote with a $3,000 price to a potential customer; the figure is a deterrent to the customer, certainly, but it can also feel like a big ask on the technician’s side. When a pay over time option, you’re asking them to pay an affordable, budget-friendly amount. A smaller monthly payment eliminates that sticker shock and makes the necessary service attainable; asking for $125/month is much more approachable than asking for $3,000 up front — and it’s also easier to say yes to.

The Strategy: Coaching Tactics to Implement Today

The right coaching can transform technicians into confident sellers who lead with the payment, not the price. Here are four essential coaching tactics for fine-tuning your outside sales with pay over time financing:

1. Mention It Early: Plant the Seed

Financing should never be a last-ditch effort to save a lost sale, nor should it be treated like a bolt-on option after a customer says yes. It should be introduced early in the conversation to set expectations and normalize the cost of a high-value service, removing shock from the equation altogether.

Train your technicians to touch on the topic as early as the inspection, well before the price presentation. Give them a script that’s simple, direct and highlights the right details.

Script Tip: Keep it natural and conversational, but be direct. "Because this is such a comprehensive service, we do have pay over time options to ensure we can protect your home without breaking your budget. I'll go over monthly payment options when we review the full plan."

2. Quote Payment First: The Anchor Effect

When presenting the quote, the monthly payment must be the anchor — the number that the customer sees first and focuses on. The total cost should always be included, but highlighting the affordable monthly cost throughout the process can help customers to get comfortable with the figure early on.

Script Tip: Don’t hide the total, but always bring the focus back to affordability. "To help ensure your home is fully protected against [issue], we can get you signed on for [service] for $125 per month so you don’t have to pay in full up front."

3. WIIFM: What's in It for Me?

Leading with financing leads to closing on larger tickets: jobs sold with pay over time financing are 4.5x larger than the average job. This is especially important to consider against the tendency to down-sell we mentioned earlier — and even more important when commission is involved.

For teams working on commission, that higher average ticket price means higher average commissions; technicians are less likely to down-sell to lesser services when they know the bigger fish is attainable with pay over time. Financing isn't just a win for the customer and the company; it's a direct route to higher paychecks.

4. Integration Is Key

Make the process seamless. The easier it is for technicians to include financing options up front, the more likely they are to present those options and kickstart the process of closing higher-ticket sales. PestPac users benefit from the direct integration of WorkWave Pay Over Time, powered by Wisetack, alongside PestPac Forms. By building financing from Wisetack into quotes directly, PestPac Forms is a powerful tool that empowers inside and outside sales alike.

By choosing a software provider that supports pay over time integration, you seize on the benefits of a system with less friction, faster sign ons, and a smoother customer experience that sets the stage for higher lifetime value.

_{*All financing is subject to credit approval. Your terms may vary. Payment options through Wisetack are provided by our lending partners. For example, a $1,200 purchase could cost $104.89 a month for 12 months, based on an 8.9% APR, or $400 a month for 3 months, based on a 0% APR. Offers range from 0-35.9% APR based on creditworthiness. No other financing charges or participation fees. See additional terms at http://wisetack.com/faqs.
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