A door rep sells standing in the product. The entry door sticks, the patio slider grinds on its track, the glass insert has gone foggy — and the appointment starts in the exact opening the new door has to fill. Spar trains the one documented system for all of it: the psychology and the rebuttals are the same across trades — only the examples change.
The system
The door appointment compresses the whole system into one opening in the wall. At the street door, the documented approach runs as trained: the Initial Pitch, the Transition, the First Rebuttal, and the 5 core rebuttals behind them — Paint the Picture, Build Need, Build Pain, Jones Effect, Ballpark Figure. Inside, the appointment still runs the 7 steps in order: Entry, Warm-Up, Probing & Layering, Presentation, Pre-Close, Close, Button-Up.
What changes is the evidence. The homeowner watches you work the very door they have wrestled for years — the draft at the threshold, the lock that needs a shoulder behind it, the insert sweating between the panes. Probing & Layering asks what living with that door is like: the winter draft, the slider nobody opens anymore, the front entrance they route guests away from. Documented discovery, answered in their words.
And the doctrines hold at full strength: no one-leggers on a household’s front door, the investment spoken in the system’s language — overall investment, monthly investment plan, approve, move forward — and commitment before any number moves. Spar grades every round against that system, not against a borrowed door script.
Objection library
The twelve closes
Step deep dive
Entry is where door appointments turn, because the entry step and the product are the same thing. The documented Entry runs here as an inspection the homeowner can watch: how the door hangs, where the weatherstripping has given up, what the threshold is doing to the floor beneath it. A rep who enters well has already started the presentation — the findings do the talking.
That entry is a scored drill in Fight Camp: run it against the AI homeowner, read the scorecard, run it again. See how Fight Camp works.
Training by trade
The playbook does not change with the product — the door pitch, the 7 steps, the objection framework, and the twelve closes run in every in-home trade. Spar trains all of them:
Objection deep dives
Eighteen objections decide most appointments. Each one, handled in a door setting with the documented framework:
Scenario drills
Two of Spar’s documented situation rounds, run in doors settings — the setup, what each round trains, and how the scorecard grades it:
Spar runs the appointment before the appointment — live AI sparring graded against the documented system, in the truck, for $29/month. Spar before you knock.