Most cleaning companies think they have a sales process. . What they actually have is a series of random actions that sometimes lead to a contract. . They talk to a prospect, send a quote, follow up a few times… and hope something sticks. . But here’s the truth: Without a defined framework, you don’t have a sales process — you just have motion. . 🧹 The Typical “Janitorial Sales Process” (and why it fails) Here’s what happens in 90% of janitorial companies 👇 . They don’t structure the call to determine if there’s alignment first. They jump straight into pricing or scheduling walkthroughs without understanding motivation, timeline, or decision process. So every conversation feels like starting from scratch — and they lose control before the sale ever starts. . They never schedule a presentation call — the how conversation. Instead of guiding the prospect to a second, intentional proposal conversation, they just promise to “send something over.” The proposal becomes an email attachment — not an experience. They end up chasing instead of leading: “Hey, just checking if you saw the quote…” The decision-maker never gets emotionally anchored to the offer. . They offer no structured incentive for a decision. They assume the prospect will “circle back when ready.” No reason to act now = no action. They unknowingly train the buyer to delay — because there’s no process to make the decision easy and logical in the moment. . They use no authority-based positioning. They sound like every other cleaning company: polite, hopeful, reactive. The prospect controls the tone, the timeline, and the next step. The seller becomes a vendor instead of a trusted advisor. . 🚀 What Happens With a Framework When you run a real system — everything changes. . You start with an “If” conversation focused purely on alignment, not selling. You learn their goals, pain points, renewal dates, and decision process. . From there, you schedule the “How” conversation — your proposal presentation. Not an email.