Flooring is sold standing on the evidence — the worn path through the carpet, the boards cupping by the sink, the room they stopped showing guests. Spar trains flooring reps on the documented system: the same 7 steps, framework, and closes, with the samples laid on the floor in question.
The system
Run the appointment in order: Entry, Warm-Up, Probing & Layering, Presentation, Pre-Close, Close, Button-Up. Flooring probing walks the house the way the homeowner lives in it — which rooms carry the traffic, which ones they have given up on, what the dog, the kids, and the winters have done to each surface. Every answer maps to a room in the presentation.
This trade lives inside the Takeaway Close. When the investment stretches them, the documented move is to change the project before you change the number — a room comes out, a finish steps down, the core of the project stays protected. Commitment first; the scope is what flexes. That is doctrine, not discounting.
And the language never slips: overall investment, monthly investment plan, approve, move forward. Ballpark pressure at the door gets the documented Ballpark Figure rebuttal, not a number invented at the curb.
Objection library
The twelve closes
Step deep dive
A flooring presentation is physical — the sample lies on their floor, in their light, next to their cabinets. The documented Presentation step runs findings first: what each room needs, then the product that answers it, room by room, so the investment at the end is the sum of decisions they already made.
Drill the presentation in Fight Camp and let the scorecard grade the order you ran it in. 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 flooring setting with the documented framework:
Scenario drills
Two of Spar’s documented situation rounds, run in flooring 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.