Complete Sales Scripts

This document contains complete sales scripts for every stage of the commercial cleaning sales process. Customize these scripts with your company name, differentiators, and market specifics.

Script A: Direct Cold Call

You: "Hi [Name], this is [Your Name] with [Company]. We specialize in commercial cleaning services for [vertical] facilities here in [City]. I know you are probably happy with your current cleaning company, and I am not calling to sell you today. I would value the chance to introduce myself and learn about your facility's needs so that if anything ever changes with your current provider, you will know there is another option in town. Would you have 10 minutes for a brief call this week or next?"

If they say yes: "Great. Would Tuesday at 2 PM or Thursday at 10 AM work better for you?"

If they say no/not interested: "I completely understand. Would it be okay if I sent you a brief email with our information? I promise not to hound you — I just want you to have our contact details in case you ever need them."

If they say send info: "Thank you. What is the best email address for you? And just so I can send you something relevant — what type of facility do you manage?"

Script B: Trigger Event Call

You: "Hi [Name], this is [Your Name] with [Company]. I noticed that [Company Name] recently [trigger event: moved into new space / expanded / had a management change]. Congratulations on the growth. I work with several [similar facility types] in the area, and I wanted to introduce myself. When a facility goes through [change], cleaning needs often change too. Would it make sense for me to learn about your current setup so I can be a resource if you need anything?"

Script C: Referral Call

You: "Hi [Name], this is [Your Name] with [Company]. [Referral source] suggested I give you a call. We provide commercial cleaning for [vertical] facilities, and [Referral source] thought I should introduce myself. They have been very happy with our service at [their facility]. I am not assuming you are looking to change providers, but I would welcome the chance to learn about your facility and share what we do. Would you have a few minutes this week?"

Opening (2 minutes)

"Thank you for taking the time to speak with me today, [Name]. I understand you manage [facility name/type]. Before we get into specifics, I want to learn about your current situation and what prompted you to explore options. My goal is to understand your needs so well that if we are the right fit, our proposal will address exactly what you are looking for."

Current Situation Questions (5-7 minutes)

Problem Exploration (5-7 minutes)

Desired Outcome Questions (5-7 minutes)

Budget and Timeline (2-3 minutes)

Closing (2 minutes)

"Thank you for sharing all of this, [Name]. Based on what you have told me, I would like to visit your facility for a proper assessment. This will take about 30 minutes, and it will allow me to put together a proposal that addresses your specific needs rather than giving you a generic quote. Would [suggest two time options] work for a brief walkthrough?"

Arrival and Introduction

"Good [morning/afternoon], [Name]. Thank you for making time for this. I have reviewed what we discussed on our call, and I have a few specific things I want to look at based on what you shared. I will take some notes and photos if that is okay — they help me build an accurate proposal. Shall we start with the areas that concern you most?"

During the Walkthrough

For problem areas: "I can see what you mean about [specific issue]. This is actually something we encounter frequently at facilities like yours. Here is what we typically do to address it..."

For general areas: "How often would you say this area gets heavy use? Are there any specific requirements or restrictions I should know about?"

For restrooms: "Restrooms are always a priority. How have your restroom inspections gone during your current service period?"

For high-touch areas: "We pay special attention to high-touch surfaces — door handles, light switches, elevator buttons. These are the areas where quality is most visible to your employees and visitors."

Taking Measurements

"If you do not mind, I would like to note the approximate square footage of the different areas. This helps me calculate an accurate price and ensure we allocate the right amount of time."

Before Leaving

"[Name], thank you for the tour. Based on what I have seen today, here is what stands out to me: [mention 2-3 specific observations that demonstrate expertise]. Your facility is approximately [X] square feet with [specific features]. I will prepare a detailed proposal that addresses [specific concerns]. You should have it within [24-48 hours]. Do you have any questions before I put this together?"

Opening (2 minutes)

"Thank you for making time for this, [Name]. I have prepared a detailed proposal based on our site visit and our conversation. I would like to walk through it with you page by page, and then answer any questions you have. Does that work?"

Section 1: Facility Understanding (3 minutes)

"On page 2, you will see my observations from our walkthrough. I noted [specific detail] and [specific concern]. Based on what you told me about [specific issue], I have designed a program that addresses this directly."

Section 2: Recommended Program (5-7 minutes)

"Pages 3-5 outline three service options. Let me start with the Premium option, which includes everything we discussed plus daytime porter service and quarterly business reviews. This is the most comprehensive solution. The Enhanced option, which I believe is the best fit for your facility, includes [key features]. The Standard option covers the essentials at a lower investment."

Section 3: Investment (3 minutes)

"Page 6 shows the investment for each option. The Enhanced program we discussed is $[X] per month on a 12-month agreement. This works out to approximately [value translation: $X per employee per day / $X per square foot]."

Section 4: Why Us (3 minutes)

"Page 7 explains why facilities like yours choose to work with us. I want to highlight [specific differentiator] and [relevant testimonial or case study]."

Closing and Ask (2 minutes)

"[Name], I believe the Enhanced program is the right fit for [facility name]. It addresses [specific concern], includes the [specific feature] you mentioned wanting, and fits within the budget range we discussed. What questions do you have before we get started?"

[Pause. Answer questions. Then:]

"Based on everything we have discussed, are you ready to move forward with the Enhanced program? I can have our crew start as early as [date]."

Making the Offer

"[Name], I know that switching cleaning companies feels like a risk. What if the service is not as good as promised? To remove that concern entirely, I would like to offer you a complimentary trial cleaning of your [high-visibility area: lobby, main restroom, conference room]. We will clean it to our Enhanced standard, take before and after photos, and let you evaluate the difference with zero obligation. If you are not impressed, you have lost nothing. If you are, we will talk about moving forward. Would that be helpful?"

Follow-Up After Trial

"[Name], I hope you had a chance to review the photos from yesterday's trial cleaning. Our crew completed [specific tasks] in [time]. I would love to hear your impressions. What stood out to you most? [Listen]. Based on what you saw, do you feel comfortable moving forward with ongoing service?"

Objection: "Your price is too high."

Acknowledge: "I appreciate that this represents a significant investment."

Clarify: "When you say our price is high, are you comparing it to your current cost, or to other quotes you have received?"

Respond: "Our pricing reflects [specific differentiators: dedicated crews, supervisor inspections, green products, documented quality]. Facilities that choose us find the investment pays for itself through [specific benefit: reduced complaints, longer floor life, fewer sick days]."

Confirm: "Does it make sense that a higher service level would come with a different investment level?"

Advance: "Would it be helpful to start with the Standard tier and upgrade once you see the difference in quality?"

Objection: "We are happy with our current cleaner."

Acknowledge: "I am glad you have a provider that is meeting your needs."

Explore: "That is great to hear. What do you appreciate most about their service?"

Position: "Most of our clients were happy with their previous provider too. They chose to explore options because [mention trigger: contract renewal time, expansion, new management, or a specific frustration]. Even if you stay with your current provider, having a backup option gives you leverage in negotiations."

Advance: "Would you be open to a trial cleaning on one area so you can compare, just for your own knowledge?"

Objection: "We need to get other quotes."

Acknowledge: "Absolutely. Getting multiple perspectives is smart business."

Clarify: "How many quotes are you planning to get, and what is most important to you in making the comparison?"

Position: "I would welcome the opportunity to be your final presentation. That way, when you have seen other options, I can address any specific comparisons or questions directly. Our goal is not to be the cheapest; it is to be the best value for facilities like yours."

Advance: "Can we schedule a follow-up for after you have seen the other quotes?"

Objection: "We do not have the budget right now."

Acknowledge: "I understand budget timing is important."

Clarify: "Is this a matter of fiscal year timing, or are you working with a fixed budget that has already been allocated?"

Respond: "Many of our clients align their cleaning transition with their fiscal year. We can hold this pricing for [timeframe] and plan a smooth transition that works with your budget cycle."

Advance: "Shall I check back with you in [specific month] to finalize the transition plan?"

Objection: "We are under contract with our current provider."

Acknowledge: "That makes sense. Honoring contracts is important."

Clarify: "When does your current agreement expire, and what is the notice period required?"

Respond: "I would welcome the opportunity to present our proposal now so you have time to compare options before your renewal decision. Many facility managers find that having a competitive proposal in hand strengthens their position in renewal negotiations."

Advance: "Can I send you a proposal to review before your renewal decision, and follow up [timeframe before expiration]?"

When They Ask for a Lower Price

Step 1: Validate

"I appreciate that you are being thoughtful about your budget. We are committed to delivering value that exceeds your investment."

Step 2: Diagnose

"Help me understand: is the overall investment too high for your budget, or is there a specific component of the program you would like to adjust?"

Step 3: Explore Alternatives

"Rather than reducing the service level, what if we [offer a trade from your menu]:

Step 4: Get Agreement on Value

"If we can structure it this way, would you be comfortable moving forward?"

Step 5: Close

"I will update the proposal to reflect [the trade] and send it over for signature today."

The Assumptive Close

"[Name], based on everything we have discussed — the site assessment, your specific concerns about [issue], and the Enhanced program we designed — I believe this is the right solution for [facility]. To get started, I need a signed agreement and your preferred start date. Would [specific date] work for our first service?"

The Alternative Close

"Would you prefer to start with the Enhanced program for the full facility, or would you like to begin with a pilot in the [specific area] and expand from there?"

The Summary Close

"Let me summarize what we have agreed on: Enhanced cleaning service, $[X] per month, 12-month agreement, starting [date]. I will have the agreement to you by [timeframe]. Is there anything I have missed?"

Day 1: Proposal Sent

Email: "Hi [Name], Thank you again for the opportunity to present our proposal for [facility]. I have attached the complete proposal for your review. I will call you on [day] to answer any questions. In the meantime, please do not hesitate to reach out. — [Your Name]"

Day 3: Follow-Up Call

Script: "Hi [Name], I wanted to follow up on the proposal I sent. Have you had a chance to review it? What questions can I answer?"

Day 7: Value-Add Follow-Up

Email: "Hi [Name], I thought you might find this case study relevant — it is from a [similar facility type] we serve. [Link]. I will check in with you later this week. — [Your Name]"

Day 14: Direct Question

Email/Call: "Hi [Name], I want to respect your time. Are there any specific concerns about our proposal that I can address? Is there information you need that I have not provided?"

Day 21: Deadline Reminder

Email: "Hi [Name], I wanted to remind you that our proposal pricing is valid through [date]. After that, I will need to refresh the pricing based on current rates. Can we schedule 15 minutes to discuss any final questions? — [Your Name]"

Day 30: Final Follow-Up

Email: "Hi [Name], I have not heard back, so I assume you have decided to stay with your current provider or go in another direction. Either way, I respect your decision and appreciate the opportunity to present our services. If anything changes in the future, please do not hesitate to reach out. — [Your Name]"

From a Satisfied Client

"[Name], I am so glad we were able to [specific positive outcome] for your facility. Helping facilities like yours is exactly why we are in this business. I am wondering if you know any other facility managers who might be frustrated with their current cleaning service. I would love the opportunity to help them the way we have helped you. We have a referral program that provides [incentive] for any introduction that leads to a new client."

After Issue Resolution

"[Name], I appreciate your patience while we resolved [issue]. Your feedback helped us improve our service. I know you are connected with several other facility managers in the area. If any of them are experiencing similar challenges with their cleaning company, I would welcome an introduction. We treat referrals with the highest priority."

From a Business Partner

"[Partner Name], I really appreciate the referrals you have sent our way. I wanted to return the favor — if any of your clients need [complementary service], I would be happy to make an introduction. Also, I wanted to ask: are there any other property managers or facility directors in your network who might benefit from knowing about our cleaning services?"

Initial Contact

"Hi [Name], I am [Your Name] with [Company]. We provide commercial cleaning services specializing in [vertical] facilities here in [City]. I know you help a lot of tenants with their space needs, and I wanted to introduce myself as a resource. When one of your clients is moving into new space, having a reliable cleaning company already lined up makes their transition smoother. I would love to grab coffee and learn more about how you work. Do you have 20 minutes this week or next?"

At the Coffee Meeting

"[Name], thank you for making time. I know your reputation is everything in your business. When you refer a vendor, your client expects that vendor to perform. That is exactly how we operate. Here is what I promise when you send me a referral: I will respond within 2 hours, I will provide a professional proposal within 48 hours, and I will execute flawlessly if we are selected. I will also keep you informed throughout the process so you always know what is happening. Here is my resource kit with our service overview, a move-in cleaning checklist, and my direct contact information."

90 Days Before Expiration

"Hi [Name], as we approach the renewal period for your cleaning agreement, I wanted to schedule a brief review of our service over the past year. I have prepared a summary of our performance — quality scores, response times, service consistency — and I would like to discuss any adjustments for the coming year. Would you have 30 minutes for a review meeting?"

During the Renewal Conversation

"[Name], thank you for another great year. Here is a summary of our performance: [quality scores, service visits completed, issues resolved]. We have also identified a few opportunities to enhance your service in the coming year: [specific recommendations]. Your renewal rate for next year will be $[X] per month, which includes our standard annual adjustment of [X%]. This rate is locked in for 12 months. Are you ready to renew for another year?"

Handling Renewal Pushback

"I understand you want to ensure you are getting the best value. Our rate reflects [specific differentiators and service improvements]. If budget is a concern, we could discuss adjusting the scope rather than reducing the quality. What aspects of the service are most important to you?"

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