This course standardizes how we sell, scope, price, and hand off custom concrete inground pools. It protects gross margin, reduces change orders, and increases close rate by aligning the customer’s true driver with a buildable scope and a controlled process.
Who this is for
- Sales reps and closers
- Sales managers
- Design/Planning handoff participants (read-only understanding)
Non-negotiable operating rules
- Identify the customer’s primary driver before proposing options.
- Safety and compliance are required scope (never an upsell).
- If you cannot verify it, do not promise it (use allowance/unit rate/exclusion).
- No verbal commitments. Change orders must be written and signed before work begins.
- No date promises. Schedule depends on permits, inspections, weather, and readiness.
What “selling a pool” really means
We do not sell a hole filled with water. We sell a controlled build process that produces a long-life concrete shell, code-compliant safety, and a standardized equipment package. The visible pool is the output; the product is the sequence, inspections, risk control, and accountability.
How to use this course
- Use Modules 1–3 to identify the driver and establish authority in homeowner language.
- Use Module 4 to gather quote-critical info and prevent scope gaps.
- Use Modules 5–6 to present, close, and handle objections without discounting.
- Use Module 7 to run Planning Start and hand off to Design/Production cleanly.
- Use Modules 8–10 to protect finish, reduce callbacks, protect reputation, and drive referrals.
Activity (recommended)
Roleplay: 10-minute discovery call. Your goal is to identify the primary driver and repeat it back in one sentence.
Pass standard: You can state the primary driver and connect at least two scope decisions to it using cause-and-effect language.
- Teacher: Admin User
