Complete Sales Scripts

Script 1: The Observation Opener (Retail/Restaurant)

You: "Hi [Name], this is [Your Name] with [Company]. I was driving past your [location] yesterday and noticed your dumpster was overflowing — looked like [current provider] may have missed a pickup. I'm calling because we specialize in guaranteed on-time service for [restaurants/retail] in [city], and I wanted to see if missed pickups have been an issue for you."

Prospect: [Responds]

You: "I completely understand. Most [business type] owners I talk to deal with the same thing. We help businesses like yours eliminate missed pickups entirely with our on-time guarantee — if we ever miss your window, your next pickup is free, and we send a make-good truck within 4 hours. Do you handle waste decisions directly, or should I speak with someone else?"

If they handle it: "Great. I'd love to come by next [day] for 15 minutes, look at your setup, and give you a no-obligation quote. Would Tuesday at 2 PM or Thursday at 10 AM work better?"

Script 2: The Referral Opener

You: "Hi [Name], this is [Your Name] with [Company]. [Mutual Contact] suggested I call you. They mentioned you've been dealing with [specific issue] with your current waste provider, and they thought we might be a better fit. Do you have two minutes to talk about your waste management program?"

Prospect: [Responds]

You: "I appreciate your time. Can I ask — what's been the most frustrating part of your current waste service?"

Prospect: [Shares pain point]

You: "That's exactly what I hear from most [title] I talk to. We helped [Similar Company] solve that by [specific solution]. Would you be open to a 10-minute call next week? No pitch — just want to understand your situation and see if there's a fit."

Script 3: The Direct Approach (Industrial)

You: "Hi [Name], this is [Your Name] with [Company]. We specialize in comprehensive waste management for manufacturing facilities in [region], including hazardous waste handling and compliance documentation. I noticed [Company] is expanding production — congratulations. With increased output comes increased waste volume. Are you confident your current waste program can scale with your growth?"

Prospect: [Responds]

You: "Many facilities discover their waste program has gaps only when a regulator points them out or when volumes exceed capacity. I'd like to offer a complimentary waste audit — we'll assess every stream, identify any compliance risks, and show you potential cost savings. Even if you stay with your current provider, you'll have valuable benchmark data. Would next week work for a brief site visit?"

Script 4: The 20-Minute Discovery Framework

Opening (2 minutes):

"Thanks for taking the time, [Name]. I know you're busy, so I'll keep this to 20 minutes. My goal today is to understand your current waste management setup — what's working, what's not, and what you'd change if you could. Based on what I learn, I'd like to schedule a brief site visit where I can do a quick waste audit and give you a specific recommendation. Sound good?"

Current Situation (5 minutes):

Pain Discovery (8 minutes):

Close for Site Assessment (2 minutes):

"Based on what you've shared, I think there's a real opportunity to improve your situation. I'd like to come by [day] for about 30 minutes, walk your waste area, and do a quick audit. I'll give you a written recommendation with specific pricing, and even if you stay with your current provider, you'll have benchmark data. Would Tuesday or Thursday work better?"

Script 5: The Value-First Presentation

Step 1 — Review Problems (3 minutes):

"Before we get to the investment, let's recap what we found. You're dealing with [specific problems]. Your current setup is costing you [quantified pain]. Does that sound right?"

Step 2 — Present Recommendations (5 minutes):

"Here's what we're recommending. First, [recommendation 1 with rationale]. Second, [recommendation 2 with rationale]. Third, [recommendation 3 with rationale]. Each of these addresses a specific issue we identified during our audit."

Step 3 — Present Investment (2 minutes):

"Your total investment is [$XXX] per month. Now, that's [$XX] more than you're paying your current hauler for basic service. But when we factor in the [$XXX] savings from [specific improvement] and the [$XXX] savings from [specific improvement], your net cost actually [drops by $XX/increases by only $XX]. You're getting [list of benefits] for [net cost positioning]."

Step 4 — Close (2 minutes):

"Does this make sense for your situation? Great. To move forward, we need [specific next steps]. I can have your containers delivered by [date] and your first service scheduled for [date]. Your dedicated account manager, [Name], will contact you within 24 hours of signing. Are you ready to get started?"

Script 6: "Your Price Is Higher"

Prospect: "Your price is higher than your competitor."

You: "I completely understand. Price is always an important factor. Let me ask — when you compare our proposal to [competitor's], are you comparing the base hauling rate, or are you factoring in the on-time guarantee, quarterly audits, 24/7 support, and container washing that are included in our price? Most of our clients find that when they add up all the separate fees their current provider charges — or the management time they spend resolving issues — we actually cost less while delivering far more. What would it be worth to you to never have to call about a missed pickup again?"

Script 7: "We're Under Contract"

Prospect: "We're under contract until [Date]."

You: "That makes sense. Most of our clients are under contract when we first talk. Here's what I'd suggest: let's use the time between now and [date] to do a full waste audit, design your optimal program, and have everything ready to transition the day your contract expires. If we wait until [date] to start evaluating, you'll lose 30-60 days getting set up, and you'll be rushed into whatever option is fastest rather than what's best. We can also review your contract for any early termination options."

Script 8: "Switching Is Too Much Hassle"

Prospect: "Switching sounds like too much hassle."

You: "I hear that from almost every client before they switch. And honestly, if you had to manage the transition yourself, it would be a hassle. That's why we handle everything. Our transition team manages container delivery, coordinates the final pickup with your current provider, installs new signage, trains your staff, and verifies everything is working before we consider the job done. You sign the agreement, and we do the rest. The average client spends less than 30 minutes on the transition. Would it make sense to at least get a quote so you have options when your contract expires?"

Script 9: "I Need to Think About It"

Prospect: "I need to think about it / check with my partner."

You: "Absolutely, this is an important decision. Let me ask — what specifically do you need to think through? Is it the pricing, the contract term, or something else? I want to make sure I provide whatever information you need. And if there's someone else who needs to be involved in the decision, I'd be happy to meet with both of you together. Would it make sense to schedule a brief call next Tuesday where I can answer any questions?"

Script 10: "We Never Had Problems With Our Current Service"

Prospect: "We've never had problems with our current service."

You: "That's great to hear. Some providers do deliver consistent service. Let me ask — when was the last time you had a waste audit to see if you're paying for the right container size and service frequency? Most businesses we audit are overpaying by 15-25% simply because their container is too big or their pickup schedule doesn't match their actual waste generation. Would you be open to a complimentary audit? Even if you stay with your current provider, you'll have data to negotiate better rates."

Script 11: The Post-Success Ask

You: "I'm so glad we could resolve that overflow issue so quickly. Do you know any other [restaurant owners/property managers/facilities directors] in the area who might benefit from the same level of service?"

Customer: [Responds]

You: "I'd really appreciate an introduction. If you feel comfortable, you could just send a quick text or email connecting us. I promise I'll take great care of them, just like I do with you. And as a thank you, we'll apply a $200 credit to your account for every person who signs up."

Script 12: The Quarterly Review Ask

You: "Our best new clients come from referrals from satisfied customers like you. We're looking to serve more businesses like yours in [city]. Is there anyone in your network who might benefit from a waste audit or a quote?"

Customer: [Responds]

You: "Even if they're not actively looking to switch, a complimentary audit gives them benchmark data that always proves valuable. Would you be comfortable making an introduction?"

Script 13: Container Washing Upsell

You: "Many of our restaurant clients add monthly container washing to eliminate odor issues, especially during summer. For $65 per month, we power wash your container and swap it if needed. That prevents the pest problems and customer complaints that can trigger health department issues. Would you like to add that?"

Script 14: Tier Upgrade

You: "Based on the service issues you experienced last month, I think the Professional Partnership would be a much better fit. The on-time guarantee would have prevented the missed pickup, and the quarterly audits would help us optimize your program. The upgrade is $280 more per month, but it includes container washing and 24/7 support that eliminates the headaches you've been dealing with. Should we make the switch?"

Script 15: Hazardous Waste Consultative Approach

You: "During our site assessment, I noticed you have chemicals and solvents in your waste area that may be classified as hazardous under EPA regulations. Improper disposal carries fines of $50,000 or more per violation. I'd like to schedule a complimentary hazardous waste assessment to identify any regulated materials and make sure you're fully compliant. This isn't a sales pitch — if you don't have hazardous waste, I'll tell you. But if you do, the cost of proper handling is tiny compared to the cost of a violation. When would be a good time for a brief visit?"

Script 16: Medical Waste Service

You: "We provide medical waste management services that include complete OSHA and DOT compliance documentation, eliminating the risk of regulatory citations. Our service includes staff training on proper waste segregation, which reduces your contamination and disposal costs. With our guaranteed pickup schedule and 24/7 emergency service, you never have to worry about waste accumulation. What does your current medical waste service cost you monthly?"

Script 17: The Pre-RFP Relationship Builder

You: "Director [Name], thank you for taking the time. I know the city has a lot on its plate with the upcoming comprehensive plan update. I'm not here to sell you anything today. I wanted to introduce myself and learn about your current waste program — what's working well and what challenges you're facing. We work with several municipalities in the region, and I thought some of the strategies we've implemented elsewhere might be relevant here. Would you be open to a brief conversation about your program?"

Script 18: The Value-Adding Follow-Up

Subject: The [Similar Business] case study I mentioned

"Hi [Name],

I wanted to follow up on the proposal I sent last [day]. I also wanted to share a quick case study — last month we helped [Similar Business] down the street reduce their waste costs by 23% through a container right-sizing program. They're now saving $4,200 annually.

I think we could achieve similar results for [Their Company]. Do you have 10 minutes next week to discuss the proposal? I'm happy to answer any questions or adjust the scope based on your feedback.

Best, [Your Name]"

Script 19: The Breakup Email

Subject: Should I close your file?

"Hi [Name],

I've reached out a few times since sending your proposal on [date] and haven't heard back. I know priorities shift, and waste management may not be at the top of your list right now.

I don't want to be a bother, so unless I hear from you, I'll plan to check back in [3 months / at contract renewal time].

If you do want to move forward, just reply and I'll get everything started within 48 hours. If you've decided to stay with your current provider, no hard feelings — just let me know so I can close the loop.

Either way, thanks for considering us.

[Your Name]"

Script 20: The Retainer Pitch

You: "For $1,500 per month, you get guaranteed 2-hour emergency response, annual spill plan review, and quarterly staff training. One emergency response without a retainer could cost you $15,000-25,000. The retainer pays for itself with a single incident. But more importantly, it gives you peace of mind knowing that if something goes wrong, we're already on our way before you've even finished the phone call. Would you like me to include the retainer in your service agreement?"

Clozo Academy Proprietary Curriculum — The Waste Business Growth System