I think it can be either way Chris. One way I use to do it is say " It will be 149.50 to clean and Scotchgard the carpet, can I start in the bedroom, since that is the furthest point?" This assumes the sale and their option is at that point to A) Not answer my question, becuase they want to discuss the price/scotchgard, or B) they say sure go ahead and start in the bedroom. Either way it moves it to the next stage of them ultimately making a decision or I got started cleaning. At least 50% of the time they said go ahead and the majority of the time we discussed it further they still bought the SG. Close rate was 70-75% for SG on residential, and almost all our crews are above 70%, some as high as close to 90%.
Ken