Sales Call Playbook
Follow every step, build a friend, close the deal.
Open the call with warmth and confidence
🎙️ You
"Hi, this is Zaak! Thank you for calling The Perfect Clean — how can I help you today?"
👤 Customer
"Hi Zaak, I need to get my house cleaned and I'm looking to get a price."
🎙️ You
"Oh, perfect — I can totally help you out with that! Are you looking for a recurring service where we come out regularly and keep the house clean for you... or are you just looking for a one-time?"
💡 Pro Tip
Lead with recurring first — make it sound like the obvious, amazing choice. Say 'just a one-time' to subtly signal that one-times are the lesser option.
Uncover the reason behind the call
🎙️ You
"Perfect, yeah I can totally help you with that! So what kind of has you calling in today — are you moving out, having some company over, or just tired of cleaning the house yourself?"
👤 Customer
[They share their reason — party, moving, birthday, overwhelmed, gift, etc.]
💡 Pro Tip
Give them options to choose from — it gets them talking. Common reasons: moving, party, birthday gift, stressed, company coming, just want help.
Common Reasons:
Connect with them personally before anything else
🎙️ You (example — party scenario)
"Oh awesome, whose party is it?! ...Oh my gosh, a 15th birthday — that is SO exciting! Don't they grow up so fast? It's crazy! That's going to be such a fun day."
💡 Pro Tip
By the end of this call, you should know: how many kids they have, where they're from, what they do for work, and what they enjoy. When you hang up, it should feel like you made a friend.
Know Before You Hang Up:
Use promotions as the reason to ask
🎙️ You
"You actually called at the perfect time — we have some really great promotions going on right now, especially if we're already cleaning in your neighborhood. What's your address? I want to pull that up real quick and see what deals we have available for you."
👤 Customer
[Gives their address]
🎙️ You
"Perfect, I have your address pulled up right here — it's loading all the pricing. While that's loading, I just want you to know something really quick..."
💡 Pro Tip
The promotion framing makes asking for an address feel natural and exciting — not like data collection.
Make them feel comfortable before talking price
🎙️ You
"First of all, I never want you to feel like I'm selling you anything — that is not my job. My job is just to make sure I'm helping you find what's best for you. One of the best things about The Perfect Clean is that we make sure we're affordable for everybody. We have three plans: the Basic, the Standard, and the Premium. We price everything based on square footage, so there's always a plan and a price that works. We just want to make sure we're giving you the best value and saving you the most money."
💡 Pro Tip
This resets their guard. They stop bracing for a pitch and start actually listening. Say it naturally — not like a script.
Let them tell you what plan they need
🎙️ You
"With that being said — let's just imagine that we show up to your house right now. The cleaners are there and they're about to walk in, and they ask you: what are the THREE most important areas you want us to focus on? What do you say?"
👤 Customer
[They name their top priorities — e.g. baseboards, fans, bathrooms, blinds, bedrooms, etc.]
💡 Pro Tip
Their answer tells you exactly which plan to recommend. Listen carefully and repeat their words back to them when you present the plan.
What They Say → Which Plan:
Baseboards, ceiling fans, blinds, walls, vents
Bedrooms, living room, making beds, dusting
Kitchen and bathrooms only
Get them to say yes before price ever comes up
🎙️ You
"Okay perfect — so based off of what you're telling me, it sounds like the [Premium/Standard/Basic] plan is really the one that fits what's most important to you, because that's the plan where we take care of [repeat their priorities]. I can definitely do that for you. And actually, it looks like we're going to be in your neighborhood on [Day 1] and [Day 2] — which one of those days works better for you?"
👤 Customer
"Oh yeah, [Day] works for me."
🎙️ You
"Perfect, [Day] it is!"
💡 Pro Tip
They just said yes to a day — before they even know the price. That's a soft commitment. Now go into pricing with momentum on your side.
Always give two choices. Guide them toward membership.
🎙️ You (One-Time Option)
"So I have two options for you on pricing. The first one is a one-time — we come out, do the full deep clean, everything from top to bottom. Normally that's $[full price]. I do have a discount I can offer you since we're in your neighborhood — I can take $100 off that first cleaning, so instead of $[full], it'd be $[discounted]."
🎙️ You (Membership Option — lead with this energy)
"The second option is actually our most popular one — I'd say 95% of the people I talk to end up doing this because the savings are just incredible. What we do is a monthly membership where we come out once a month and keep your house clean for you. Super stress-free — you just start fresh every single month. What most people do is have us come out for that first premium cleaning at $[discounted first clean], and then every month after that we come out for $[monthly price]. Same great cleaning, same house, you just never have to think about it."
🎙️ You (Soft Close)
"That does come with a four-month commitment, but I want you to know — your price never changes. After the four months, we're not going to bump the price up on you. It stays the same. We're just able to do that deal because we know you'll be with us for four months. So... want to try it out?"
💡 Pro Tip
If they hesitate on the 4-month: mention the 6-month membership, which has even lower monthly pricing. Always have a second option ready.
📋 Membership Backup Plan
4-Month → Lower monthly rate, early cancel fee applies. 6-Month → Even lower monthly rate, great for budget-conscious customers.
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