How My Sales Rep Closed a $1,000 Ceramic Coating in 20 Minutes (Real Call)

Most detailers think that they need to be pushy to sell high ticket ceramic coatings. What if I told you that we sold $1,000 plus deals, not being pushy, not being gimmicky, and literally, and sometimes even 20 minutes. And right now, I'm going to break down the exact process from the time that the client figures out about us, watching our ad sets, into our sales funnel, and then into our close. I'm going to walk you through the exact thing on a live sales call from one of my sales reps closing $1,000 here right now. So here's the context. Most of you guys know that Meta is my main source of all of my marketing. Like I said, bread and butter is inside of ceramic coatings, and that's where I market my high ticket services. We spend about $8,000 to $10,000 on Facebook and Instagram every month, and that's exactly where this lead came from. The framework of my ad has worked time and time again and works every single day, getting us about 20 leads per day, 600 leads a month. And that is how we close on average about 80 ceramic coatings each every month. So let me work you through the framework of the ad set first and foremost, which is one of the most important, right? So we have the ad set here. We have our hook, our body, and then our offer. The way that I basically strategically place that is our hook is what stops somebody from scrolling. Our hook is what engages somebody and gets them to actually watch your video. Your body is the bulk majority of your video and your content. This is where you're going to educate your client on what your service is and why they want to buy it. And then at the end of it, we have the offer between the hook and the body, the clients, 80% of the way there, sometimes even 90% of the way they're like, Oh, I need this. Oh, I want this as something that I want. But how do you get them over that line to get them at a hundred percent, which is the offer, right? Which creates FOMO fear of missing out. If they don't jump on this right now, then they're going to miss out on this offer. And then they're going to miss out on whatever it is that they want to get. Right? So creating that irresistible offer is exactly how we're able to get this guy from watching our video inside the funnel. So now let me go and jump into the call. Just looking through our platform here. So you submitted a request for some of our ceramic coating services. Is that correct? Yeah. Yeah. Awesome. Sounds good. Have you ever had ceramic coating done before? I have. Yeah. In the last year. But I got to do it. Yeah. No worries. So the way that we lay out our one call closed sales framework is intro, right? We introduce ourselves and tell them who we are, who we're with and what we're calling about. Then from there, we go into fact finding, right? Does he already know about ceramic coating? Has he had it previously? Why does he want it again? And then from there, then we go into our demo, which is actually explaining through what we do and why the product could be a good fit for him and what options that we offer. Then from there, the close, which is, hey, here's the pricing. here's which one you want to get just to really briefly run through sort of our process um what we do with all of our ceramic coating packages is i'll start off with a full exterior detail for your vehicle we'll go in with a clay bar treatment just gets rid of any sort of like micro contaminants from the paint give us a nice new surface we'll do a paint correction that will help the ceramic bond better with the clear coat and then also just buff out any sort of scratches for a month if you do of anything like that and then we find ceramic coating on top so that's what it was the process looks like this would do a quick interior detail as well for all of our ceramic coating services but did that sort of sound like something that you're interested in possibly I just ordered 26 tecla s and so I'm getting I'm getting about two weeks and I just wanna well yeah I I wanted to kind of get the best. Yes. So we actually have a few different options right now with like that 50% deal. It goes from one year all the way to 10 years. So we have a one year option, a three year, a six year, an eight year, and a 10 year. Very crucial that you have multiple different options in terms of ceramic coatings. Some people say, oh, well, you know, you're giving people too many, too many options, right? Or, or people can't figure out which one they want to decide. everyone's going to have a budget and a cost that they're willing to spend inside of you know buying something right like whenever you go to a store you're obviously like thinking inside your head okay i'm not going to spend more than 30 a shirt or i'm not going to spend more than 500 going into the store everybody shops the same way right everybody always has a budget so if we're able to go ahead and figure out options associated with people's budgets that way they can upsell and downsell themselves that's how you'll be able to increase your close rate a lot of people think maybe oh one to two options whereas we have about four to five different options inside of everybody's bracket so do you want to spend five hundred dollars you're gonna spend a thousand you wanna spend eighteen hundred you wanna spend twenty five hundred you wanna spend three thousand this way they can upsell and downsell themselves that way no matter what their budget is we have a product that's ready to go for them um that way you're not logging in any imperfections like the the paint in its best form so definitely tomorrow in your part um information and reaffirming to the client right making the client feel good letting him know yeah definitely a good idea that you're already thinking about going ahead and getting ceramic with the newer vehicle that way we can go ahead and protect that paint while it's still fresh because this is the eggshell around the exterior of the vehicle right so whatever it is that we lock in is what we lock in and it's there for for the extended period of time of the ceramic coating lifespan so we went ahead and repeated affirm that to the client he's like yeah yeah yeah it is right we're moving this sale forward right that's a moving this sales statement of saying yeah it is a good idea that you're going ahead and contacting us now while you have a new vehicle and that's smart on your part yeah so honestly a variety of options in regards to sort of how long you're planning on keeping the vehicle budget that type of thing but just to give you some like quick price points if you were just going like a one When you're coding, typically it is $825, and right now we're doing it for $580. And then it goes all the way up to a 10-year. So we have, like, the 10-year is originally $3,400, and right now we're doing it for $2,700. Do you assess what you're thinking? We have, like, a one-year, a three-year, and a six-year. That would probably be the best options for you. But if you'd like— Is it a three-year? Yeah, so for the three-year, typically it is $1,250. 50 and right now we're doing it for 970 so 970 dollars for the three years we also get a matching three-year warranty as well so if there's any damages to the paint any fading of the property is like who knows what can happen but we completely like touch a brave charge if there is any problems we honestly never have to do that but it's just nice having that warranty in place you just always recommend not doing any sort of like drive and i'm sorry i don't any drive for washes because that can just make more marks on the vehicle besides that like the hand washing then there's that's just sort of what we recommend in regards to like regular makeup front end ppf on the vehicle always always always going for the upsell right we're on the call about ceramic we've already been through the options we've already been through the pricing we've already been through the process now as he's digesting things we're trying to move the sale forward right we're trying to carry on the conversation since we have a newer vehicle what does she say she asked about the upsell you can never be scared to ask a client if they will buy more services from you never you will always make less money doing that every single client that we have every single one of my team members knows they ask if they want something else do you want an engine bay detail do you want a wheel ceramic coating do you want your interior ceramic coating do you want What classroom? Every time you ask these questions, this is already a luxury service from the get-go. So the biggest thing we have to understand as we're on these calls, right, is this is a luxury service. This is not a necessity for somebody. This is a want, right? This is not a need. This is a want. So this person more than likely has disposable income. So the chances of us asking someone if they want to spend $1,500 instead of $1,000 is probably going to be pretty good because they already have the thousand dollars to throw away at the end right what's another 500 so just a perspective for you guys never be scared to try and upsell somebody or ask somebody because you know they don't need the service in the first place they want the service right and they want the best service always so here's another option for you which is exactly what she just did yeah the problem i just got rid of a vehicle i had a ppf on the entire thing had a 2500 truck and I loved it, but it was just very little. I don't do a ton of travel. For sure. I mean, if you wanted to do a PBS, we definitely offer those services as well. Yeah, I can even send over some videos of just our specific process, just so you know exactly what's going to be done to the view calls. In regards to the pain protection film, we do have a special going on right now I think it is like three thousand nine hundred and what it includes is the full front end PBS and a 10-year ceramic coating with the glass reveal the rim so that's like maximum you know physical protection and chemical protection so that's an option as well I'm not too sure what exactly your budget is but I can send all this information over to you if you would like yeah that'd be great awesome sounds good and then in regards I know you mentioned that you're getting the vehicle in about two weeks typically we actually book up about two weeks in advance so i can send all this over to you our special ends midweek next week i think it's wednesday that it's wrapping up so i'll send all this over to you that way you can take a peek and then maybe just like reconnect on monday and we can put over options does that sound good okay yeah that sounds great awesome do you have any questions for me right now or anything so there's two things that she did there right she said number one he's getting his vehicle in two weeks oh that's actually perfect we usually book about two weeks out right we're letting him know he already said he wants to get the vehicle done once he gets the vehicle so we're like oh hey yeah that's no problem we already booked out two weeks in advance so it's best to go ahead and get it scheduled in the next couple days also what else did she say she said that our sale is ending soon What does that do that creates the FOMO of the client being like, oh, crap, I have to get in here. I have to get this service done or else I'm going to miss out on the special pricing and pay more. Perfect. So this was on a Friday and then we went through. Then on the Monday, they went back through. They said, let me see, went back through. Are you still interested in getting your service vehicle done? Yes. Awesome. Let's go ahead and get you booked in. Um, XYZ. So they called them and then now we're on one more phone call. So it looks like we're calling his work now at this point, he's at work. We're trying to get ahold of him. Hello? Hey Mike, this is Bella Collin with 24 Detailing. How are you doing? Thank you, Bella, how are you? Good, good, thanks for asking. So I got your message that you spent 14 hours going to get your new vehicle. I know, I did. I had to fly up to Charlotte to get it. Of course, that's where you get them and then I wait for them for like six hours and then run all the way back. So it's a long day, but I'm finally getting settled back into the office and everything. So that's why I couldn't get back to you yesterday. Yeah, no, of course, no worries. Well, I guess now that you actually have your vehicle, it's a good time to discuss some sort of protection for us. Yeah. All right, so in regards to the ceramic, it looks like earlier we were talking about that three-year for the 970. That was our discounted pricing that we were doing. I did actually speak with our manager before the call and said that we're willing to just honor this prices for the next few days because we did not have the vehicle at that point in time. So that's great. But yeah, so in regard to like sort of your opinion on the ceramics, do you have any questions for me about the process itself or the benefits or anything specific to your cars I can answer for you? I do. Yeah, I do. Tell me for the three years, is there a different product that you would use or a different application for you? Yeah, exactly. So the difference between our products ranging from one to 10 is it's the exact same brand, it's a different product. The level of concentration is higher as you go up in years. So it's going to bond harder, thicker, flash harder, and just provide stronger properties for longer because of the more concentrated solution that we use is 970 for that three year after tax you're looking at 10 57 and 30 cents we do require a 10 deposit just to lock in that time slot are you comfortable every single deal right every single deal you get a 10 deposit which looks like they tried to connect on the following monday on the previous text messages then they got converted over so it looks like a week and a half went by until we got this deal closed but this is the power of having a crm this is the power of having your sales pipeline so dialed in so that way no matter if it's a day if it's a week if it's a month if it's three months from a a lead coming into your pipeline you have tasks set up to follow up with these people you have these people set up in categories of the way our pipeline goes it's it's new contact initial contact then we have cold lead warm lead hot lead closed disqualified now this guy was obviously in hot lead we had the the conversation with him. He identified that he knows our pricing. He identified he still has interest. He wants to get this done. He's got a brand new vehicle, a $60,000, $70,000 vehicle. He is an ICP that we want, right? He wasn't crazy on the phone asking us questions. He wasn't giving us any red flags. He was very easy, simple, easy to do it. Those are the clients that we want, right? Gave zero objection to price. And then she stayed on the phone just to re-secure the deal, which I probably, if it was me on the phone, I would not have offered this discount again, that we were the special that we were running before because, you know, we didn't get the deal locked in the time that we said, but she had a good cover for it, right? She said, Hey, you know, I spoke with my manager and since you didn't have the vehicle at the time that we were speaking and basically we want to work with you, we'll honor the discount of the 970. She did after tax 1059 and then all of a sudden, boom, perfect. And this is the key about getting deposits, right? It's not making a big deal out of it. A lot of people that I've coached over the years have been like, oh my gosh, like so many people are like, oh, I don't feel comfortable getting my card over the phone. I don't feel comfortable getting my card over the phone. You create that objection before it's even there, right? So like before you actually go for the card, a lot of times people are like, oh yeah, it's $480. And then can I get a card number for a 10% deposit? And then they're like, huh? And that's what creates the sales resistance versus if you're like okay cool sounds good it's 480 and then just to get you locked in our system we just need a 10 deposit i can take your credit or debit card whenever you're ready right she said it's gonna be 1059 we just need a 10 deposit to get you locked in yeah do you have a credit card on you you can use yeah i have my mx boom confirming details of the appointment this is how long it's gonna take x y and z letting him know ceramic coating guidelines is coming over liability waiver everything's gonna be shot over to the email this is all the legal compliance stuff that keeps us in legalities guys is gonna be 105 and 73 cents and we're gonna expert you are ready boom we're getting card number and now deposits paid and then just like that deal's done That's how we position ourselves from start to finish of a close. Now, there was a couple of minutes in there where they were just kind of going over details, maybe asking, Oh, like, you know, do you guys coat the wheels? You guys go to class X, Y and Z. Yeah, we skipped that part. But total conversation was 12 minutes and 51 seconds on this call. And then the last call that they had was five minutes and 56 seconds. So 17, 18 minutes and we closed the $1,058 deal. So now just to break it down for you, right? On the front end, on the introduction, on the fact finding, we built rapport, right? Which equals trust. That's what you want to build from the get go. A human connection, someone talking to someone, people buy from people, right? Yes, people buy from companies, but people buy from people. So immediately our rep then building trust with the client and asking him questions, things like that, that immediately builds that trust. Then from there, we identify the pain point, right? Like why is he getting ceramic coating? He's had it in the past. He likes to keep his cars clean. easy maintenance and X, Y, and Z, protected against scratches. That's his motivation, right? How do we, if we need to in the close, if he gives us objections, this was a very easy call, right? This one was very straightforward, but these are probably 80 to 90% of our calls. Why are they like this? Because like I said, from the setup on the front end of the brand positioning that we have for these people, they see the reviews, they see the website, they see the social media posts, they see all the different things that we offer. and also to the videos that we've packaged on the front end to send to our clients inside of our sales process is so dialed in that these people want to buy our stuff before they even get on the phone. They just need to know the details, the pricing, and then sometimes they need to think about it for a day or two, or sometimes they need to wait for the vehicle to come in. But a lot of times these are not crazy hard sells because of how we positioned ourselves in the front end. But if there were objections of, I need to talk to the wife or the price is too high or whatever the case is on the back end then we go back and use that pain as the motivation say well i remember you telling me that you wanted to do x y and z and this is why you wanted to do it next y and z and then you use that inside the clothes the next thing is the authority like i said a lot of this stuff is created on the front end and then also on the call authority of we know what we're doing we know what we're talking about we know the product we know the process. This gives us that credibility that the client's looking for. And that justifies our premium price. And then lastly, we created the urgency on the offer, right? We created that urgency for the client, which created action, right? We told him, Hey, here's the special offer. Hey, you know, X, Y, Z. That's how you create urgency on these phone calls. A lot of times, like, again, I like to use these analogies. If you go into a store and they say, yeah, look at this shirt. You're like, wow, this shirt looks nice. It's like 80 bucks. That's kind of expensive. But if they mark that shirt up to 120 and marked it down to $80 and they said the sale ends Friday, how much more likely would you be to buy that shirt? So we do the same thing with ceramic coatings. We take our ceramic coatings. They might be $600. We say they're 800, or you can take your ceramic that's 600, say it's 500, and then say, hey, the sale ends Friday. Then the next five people to book get the slot. And then from there, it's sales tactics that you can use to create urgency, to create action, and actually get deals closed. So guys, this is the difference between selling $300 details and $1,200 plus ceramic coatings. It's not about pushing harder. It's not about being on pushy sales calls. It's about positioning. It's about psychology and solving bigger problems. Again, stop trading your time for money. Start trading value for money. And once you master this, you're not just selling coatings. You're selling protection, peace of mind, and value. That's where six-figure months are built. So if you want my scripts, my sales systems, my frameworks, click the link below, book a call with my team today. That way we can show you exactly what's inside of the full blueprint of all my scripts, of all my sequences, of all my upselling, all of my pricing and my packaging. So we can help you build the business you know you're capable of.

This is a real sales call where my sales rep closes a $1,000 ceramic coating in under 20 minutes.

No role play. No scripts. No discounts.

I walk through the call and explain what’s happening in real time — how the conversation is framed, how objections are avoided before they come up, and why the client is comfortable saying yes at a four-figure price point.

Most detailers struggle to sell ceramic coatings because they focus on products, packages, and price. This call shows what actually matters on a sales call if you want to close high-ticket detailing services consistently.

If you’re getting price shopped, hearing “let me think about it,” or stuck selling cheap details, this breakdown will make it obvious what needs to change.

More real call breakdowns and behind-the-scenes content coming.

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If you want help building a real detailing business and want to see if we’re a fit, you can book a call with my business analyst: https://calendly.com/7-figure-discovery-call/7-figure-detailer-discovery