Pest Pro Certification

Master the pest sale, start to finish

The bugs, the services, the pitch, the objections and the referral, taught by the people who sell it.

  • 19 modules
  • 125 video lessons
  • Final test and certificate
Get Pro Certified Certify my team

Inside Pest Control University

  • 19 modules
  • 125 video lessons
  • Final test and certificate

What’s covered

What the Pro Certification covers

The pest industry

What makes a successful rep, types of pest companies, fresh doors, switchovers and market types.

Bugs and pests

Why ants, spiders, wasps and crawlers are a problem, regional bugs, and additional services from rodents to termites and mosquitoes.

Services and pricing

Types of services and products, product safety questions about kids and pets, treating different areas and service pricing.

Pitching and sales skills

The first 30 seconds, intentional loops, bandwagon, transitions, the four sales profiles, tone, body language and questions.

Prospecting

Learning an area, signs of life and signs of bugs, burning the first door, and tracking your notes.

The full pest pitch

Pitch structure step by step, plus full walk-throughs from Marshall Hawkes and Calvin Escobedo, through the close and the check-out.

Objections

8 Mile, clarifying and isolating, feel-felt-found, every common smoke screen, and handling objections without dropping price.

Live critique

Robby Casagrande and a live pest door approach from Cody Olive in D2D Critic.

Referrals

Eric Chandler’s 10 steps, from customers vs. clients to the qualify-and-leapfrog play.

Curriculum

Every module in the Pro Certification

01Pest Pro Certification
  • Pest Pro Certification
  • Meet the Pest Experts
  • Day in the Life of a Knocker - Cody Olive
02Understanding the Pest Industry
  • Industry Understanding Introduction
  • What Makes a Successful Pest Sales Rep
  • Understanding and Owning the Inputs
  • Types of Pest Companies
  • Who Do I Spend My Time With
  • Fresh Doors
  • Switchovers
  • Market Type
03Bugs and Pests
  • Meet the Expert - Calvin Escobedo
  • Pest Basics - Bugs and Pests
  • Outside the Home
  • The Yard
  • Why Are Bugs a Problem - Ants
  • Why Are Bugs a Problem - Spiders
  • Why Are Bugs a Problem - Wasps
  • Why Are Bugs a Problem - Crawlers
  • Proper Diagnosis and Setting Expectations
  • Common Bugs
  • Regional Bugs
  • Additional Services - Pest Control
  • Additional Services - Rodents
  • Additional Services - Termites
  • Additional Services - Tick, Flea, Mosquito
  • Additional Services - Snakes
  • Honestly Represent Your Service
04Service and Treatment Types
  • Types of Services
  • Types of Products
  • Product Safety - Kids and Pets
  • Treating Different Areas
  • Pest Service Pricing
05PRO - Pitching
  • Importance of the Door Pitch
  • Pitch Framework
  • Pitch Introduction
  • Pitch Builder Exercise
  • First 30 Second State Change
  • Intentional Loop
  • Bandwagon
  • Transition - Mind the Gap
  • Transitions
06PRO - Sales Skills
  • Introduction
  • 4 Sales Profiles - Bull
  • 4 Sales Profiles - Owl
  • 4 Sales Profiles - Lamb
  • 4 Sales Profiles - Tiger
  • Tone
  • Body Language
  • 4 Types of Questions
  • Question Tips
07Stages of a Pest Sale
  • 3 Steps of the Pest Sale
  • Step 1 - Pre Interaction
  • Step 2 - Customer Interaction
08Pest Pro Tips - Marshall Hawkes
  • Meet the Expert - Marshall Hawkes
  • Pest Pro Tips Introduction
  • Diagnosing - The Consultative Approach
  • Non-Verbals for Pest
  • Hook, Feature, Benefit
  • Maximizing and Minimizing
  • Pest Pro Tips Conclusion
09Prospecting
  • Learning an Area
  • Signs of Life, Signs of Bugs
  • Burning the First Door
  • Bandwagonning for Pest
  • Tracking and Note-Taking
10Pitch Structure and Breakdown
  • Step 1 - Intro and Break Preoccupation
  • Step 2 - Presenting the Problem
  • Step 3 - The Walkthrough and Presentation
  • Step 4 - Presenting Price and Explaining Service
  • Step 5 - The Close
  • Transition and Closing Questions
11Pest Pitch - Marshall Hawkes
  • Pest Sales Process Introduction
  • Initial Approach
  • The Hook
  • The Presentation
  • The Close
  • The Check-Out
12Pest Pitch - Calvin Escobedo
  • Step 1 - Intro and Break Preoccupation
  • Step 2 - The Problem: Who You Are and What You Are Doing
  • Step 3 - The Presentation and Walkthrough
  • Step 4 - Presenting Price
  • Step 5 - The Close
  • Handling Objections and Reclosing
  • Wrap Up the Course
13PRO - Handling Objections
  • Handling Objections Introduction
  • 8 Mile
  • Clarifying and Isolating
  • Feel, Felt, Found
  • Using Stories to Sell
  • Intentional Loop
  • Transition
14PRO - Blowing By Smoke Screens
  • Introduction
  • Already Talked to Someone
  • Not Interested
  • Can't Afford It
  • Card or Brochure
  • I'm Busy
  • I Don't Buy From D2D
  • Need to Talk to My Spouse
  • I Already Have It
15Advanced Objection Techniques - Pest
  • Advanced Objection Techniques
  • 8-Mile in Pest Control
  • Handling Objections Without Dropping Price
  • Expect Objections and Be Prepared
16How to Handle Real Objections - Marshall Hawkes
  • Handling Real Objections
  • Can't Afford It
  • Too Expensive
  • I Want to Think About It
  • Not Interested
  • I Need to Talk to My Spouse
  • Already Have a Company
17D2D Critic - Pest Pitch and Close
  • Meet the Expert - Robby Casagrande
  • D2D Critic - Cody Olive Pest Live Door Approach
18PRO - Referrals
  • Meet the Expert - Eric Chandler
  • Step 1 - Customers vs Clients
  • Step 2 - Being Referable
  • Step 3 - Culture Around Referrals
  • Step 4 - Planting the Seed
  • Step 5 - How to Ask for Referrals
  • Step 6 - Selling Them on Giving You Referrals
  • Step 7 - Incentivize the Action
  • Step 8 - How to Qualify for a Referral Program
  • Step 9 - Qualify and Leapfrog
  • Step 10 - Give Them a Gift
19Pest Pro - Complete Your Certification
  • Pest Final Test - PRO
  • Pest - Next Steps

Frequently asked questions

Do I need the Apprentice Certification first?

The Apprentice is the recommended starting point for new reps. Experienced reps can talk to us about going straight to Pro.

Does the Pro Certification cover objections?

Yes. Four modules cover them: Handling Objections, Blowing By Smoke Screens, Advanced Objection Techniques for pest, and How to Handle Real Objections with Marshall Hawkes.

Does it cover the bugs themselves?

Yes. The Bugs and Pests module covers ants, spiders, wasps, crawlers, regional bugs, rodents, termites, ticks, fleas, mosquitoes and snakes, plus how to represent your service honestly.

Is there a live example of a pitch?

Yes. The D2D Critic module breaks down a live door approach from Cody Olive, and Marshall Hawkes and Calvin Escobedo each walk through a full pest pitch.

Start selling more pest accounts this week

Get Pest Apprentice Certified for $197. Learn the pitch, the daily objections and the close from people who have sold pest at the door.

Start the Apprentice for $197 Get Pro Certified