Sales Team · FAQ
Sales-team FAQ
Fast answers to the questions a new Animas rep asks most. For the full detail, follow the links to the curriculum, demo scripts, objection handling, and pricing cheat-sheet.
The motion
What do I lead with in every conversation?
The free DGO report. It’s the whole top of funnel — give it first, as a gift, not a pitch. Let the gaps in their Google presence do the selling.
What’s the sales ladder?
Free DGO Report ($0) → Local Presence ($99/mo, 14-day trial) → Local SEO ($375 / $650 / $1,000) → Foundation Pilot ($600–$2,500/mo) → Custom Retainer ($550–$3,800/mo). Move warm free-report prospects up one rung at a time.
When can I run a live demo unsupervised?
After the Week 2 milestone is signed off by Tyler — you can run a full script in role-play without notes, handle the top 5 objections, and demonstrate you understand the relationship-first motion (give the report, follow up, never push).
Where do I log everything?
The CRM — contact, activity, next step, every time. Deals die from silence; the CRM is how you never go silent. Report-engagement signals (who’s viewing their DGO report) tell you who’s warm.
Pricing & quoting
Which prices should I never quote off the top of my head?
Just MedSpa/Nurture — it is scoped per clinic, so say “let me size that to your practice.” Everything else is quotable from the pricing sheet, including Booking (Solo $49/mo · Team $99/mo) and Reviews (included in Local SEO; $99/mo reviews-only standalone).
Are ad management fees the same as ad spend?
No — the tier is our management fee; the client’s ad budget goes to Google/Meta on top. Always separate the two out loud, early in the ads conversation.
What tier do I anchor on for Local SEO?
Growth ($650/mo). Present all three tiers and recommend Growth — most single-location businesses land there, and the anchor/stretch framing lifts the average deal.
Is there a contract? How long is a quote valid?
Everything runs month-to-month with 30 days’ notice; the annual option is only for the 17% discount + waived setup. 3-month minimum on recurring services. Quotes are valid 30 days.
What are the self-service SaaS tiers?
For CRM, Email, Social, and SMS logins: Free $0 · Starter $29/mo · Professional $79/mo · Agency $199/mo. These are online-checkout tiers — reference them if asked, never pitch them as the way in. The in-person offer is always free report → $99 Local Presence (the Durango monthly floor).
What coupons can I use?
CHAMBER_ANIMAS (20% off, repeating 12 months, for Chamber members), ANNUAL_2026 (17% annual prepay, waives setup), PILOT_BUNDLE_3MO (Foundation Pilot bundle), and REFERRAL_<slug> (referral discount). All live in Stripe.
Objections & exits
How do I handle “I’ve been burned by a marketing agency before”?
The most common Durango objection — validate it hard. Point to the monthly report that shows exactly what we did and where they rank, and to being local (“I’m not calling you from a call center”). See the full guide on the Objection Handling page.
What do I do if it’s genuinely not a fit right now?
The graceful exit: “here’s the free report and my card — if anything changes, reach out.” Log it and follow up. In a relationship-first market, a warm non-close beats a pushy close, and the report keeps working.
What’s the one-line reframe against 360durango?
“They list you. We rank you.” Their axis is content publishing; ours is Google outcomes — dofollow backlink, placement rank, indexation, and a free report. Our paid listing tiers are self-serve online; in person you pitch the free report → $99 Local Presence, never a $29 listing.
A prospect already uses a competitor tool. What do I say?
Never trash the tool. “That’s a fine tool. The difference here is everything’s connected — your SEO, reviews, SMS, and CRM are one system, one bill — and it’s done for you, not another login to manage.”