Landscaping is presented standing in the work — the yard they apologize for, the patio that exists today only as a photo saved on a phone. Spar trains landscaping and hardscaping reps on the documented system, with the presentation moved outdoors and the Jones Effect working every fence line.
The system
The appointment runs the 7 steps in order — Entry, Warm-Up, Probing & Layering, Presentation, Pre-Close, Close, Button-Up — with the probing done on foot: where the water pools, which corner the sun owns, the slope that sends every storm across the beds. The homeowner walks their own property like a customer for the first time.
Presentation in this trade is a sketch in the air and then on paper: the documented Franklin T discipline — their reasons, in their words, listed — works because a landscape project is ten decisions wearing one hat. Each reason gets named before the investment does.
Timing objections run on the seasons here, and the documented framework handles them without inventing urgency; when the schedule genuinely allows, the flexible install exchange is a documented program — commitment first. The investment is spoken in the system’s language, at the table, with both decision makers — the yard belongs to both of them.
Objection library
The twelve closes
Step deep dive
The documented Presentation step runs findings first and figures last, and landscaping is its purest form: the walk produces the findings, the sketch makes them visible, and the investment at the end prices a picture the homeowner helped draw.
Presentation rounds are scored in Fight Camp on order and completeness. 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 landscaping setting with the documented framework:
Scenario drills
Two of Spar’s documented situation rounds, run in landscaping 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.