Free Plumbing Sales Script Template

Build and download a free plumbing in-home sales script — opening, discovery questions, findings walkthrough, good/better/best options, price presentation, objection responses and the close. It also grades the close against the FTC Cooling-Off Rule, because a sale made at a customer's kitchen table carries a three-business-day right to cancel that somebody has to say out loud. PDF, Word or Excel.

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Plumbing in-home sales script

Seven stages from the doorstep to the signature — and a close that is graded against the federal three-business-day right to cancel, because a sale made at a kitchen table is a different legal object from the same sale made at your counter.

Sales Presentation Script

Plumbing · In-home sales presentation

Ready to present8 questions · 0 priced options · 5 objections

Enter the purchase price to grade this sale. At at the owner's home the rule attaches from $25.

1Your company & the script headerWhose script this is. The same details print on the Notice of Cancellation.

Company

Phone

Email

Plumbing licenseoptional

Script name

Version

Effective date

Script owneroptional

2The sale this script closesSets the verdictWhere the buyer signs and what it is worth. This is what decides whether the three-day right attaches.

Where this script is used

Buyer signs at

Typical sale amount ($)

Transaction dateoptional

Exclusions & the paperwork at the tableNo exclusion claimed

Exclusion claimed

Notice of Cancellation copies handed over

3Stage 1 — OpeningName, company, how long you need, and the three things you will do in that time.

Opening — agree the agenda before you touch anything

4Stage 2 — DiscoveryQuestions before diagnosis. The options in stage 4 have to answer these.

Discovery — questions before diagnosis

5Stage 3 — Findings walkthroughFact, measurement, opinion — labelled, in that order, with the customer beside you.

Findings walkthrough — fact, measurement, opinion

6Stage 4 — Good, better, bestScope first, all three, before any of the three numbers.

Options — good, better, best (scope first)

Good — Repair the failureno price

Option name

Price

Scope

Better — Replace and protectno price

Option name

Price

Scope

Best — Whole-home water packageno price

Option name

Price

Scope

7Stage 5 — Price presentationAll three totals in one breath, then stop talking.

Price presentation — all three totals, then stop talking

8Stage 6 — Objection handlingWritten responses, because the improvised ones are where the cancellation right gets misdescribed.

Objection handling — written responses

I need to think about it.

They say

You say

I need to talk to my wife / husband / partner.

They say

You say

That is more than I expected.

They say

You say

I am getting three quotes.

They say

You say

Can this wait until next season?

They say

You say

9Stage 7 — Close & the cancellation disclosureAsk for the sale, then say the right to cancel out loud before the pen moves.

Close — ask for the sale, then say the cancellation right out loud

10Compliance reviewWorst first. Anything marked as blocking the close has to be fixed before this script is used.

Fix before you use it

0 priced options

A good/better/best presentation needs at least two named, priced, scoped options on the sheet before the price stage. One option is a quote and it invites a straight yes or no.

Worth fixing

Enter the typical sale amount to grade the cooling-off rule

The threshold is $25 for a sale at the buyer's residence and $130 for a sale anywhere else that is not your own place of business. Until an amount is entered nothing is graded against either.

Worth fixing

No company name

The company name prints on the script and, where the rule applies, has to appear on both copies of the Notice of Cancellation along with the address of your place of business.

For information

State right-to-cancel statutes not evaluated — check your state board. Only California, Florida and Texas advertising rules are verified in this builder.

Many states give home-solicitation buyers their own right to cancel, sometimes longer than three days and often with their own required notice wording, and some give senior buyers longer still. None of those are graded here — only the federal rule is. Ask counsel in the state you sell in.

Customize:

Download your sales script:

Free · no signup · fully editable

What's included

  • A seven-stage presentation: opening, discovery, findings walkthrough, good/better/best, price presentation, objection handling, close
  • Eight trade-specific discovery questions, each with the reason it is on the list, switchable and editable
  • Three named option tiers with written scope and price, and a flag on any tier priced without a scope
  • Five loaded objections with written responses, including the two that most often lead a rep into misdescribing the cancellation right
  • A live FTC Cooling-Off Rule verdict: the $25 residence and $130 off-residence thresholds, applied to where the buyer actually signs
  • A cancel-by date computed on the rule's own calendar — 3 business days, where Saturday counts and Sunday and federal holidays do not
  • A close that fails review unless the oral cancellation disclosure is scripted at the point of sale, with the section cited
  • The 10-point bold contract statement reproduced verbatim, plus the 2-copy Notice of Cancellation check
  • The four exclusions a contractor actually meets — prior negotiations at your premises, entirely by mail or telephone, buyer-initiated emergency, buyer-initiated repair — each with what it really requires
  • The emergency waiver broken into its three separate conditions, so a waiver that meets two of them is graded as no waiver
  • Telemarketing Sales Rule checks that switch on only if you say the script is used on outbound calls
  • An explicit "not evaluated" on state right-to-cancel statutes, rather than a guessed 50-state table
  • PDF, Word (.docx) and Excel (.xlsx) exports with the verdict printed above the script, not after it
  • Blank fields never print as dashes — a row you did not fill in simply does not appear

How to use this template

  1. 1

    Set your company details and what the script is for

    Name, address, phone and licence number print on the script and, where the Cooling-Off Rule applies, have to appear on both copies of the Notice of Cancellation. Then say whether this script is only used in the home or also on outbound calls — the outbound answer switches on a separate set of disclosure checks.

  2. 2

    Describe the sale before you write a word of the script

    Where the buyer signs, what a typical sale is worth, and the transaction date. Those three answers decide whether the federal three-day right to cancel attaches at all: it reaches sales made away from your place of business at $25 or more at the buyer's residence, and $130 or more anywhere else that is not your own premises.

  3. 3

    Write the opening and agree an agenda

    Name, company, how long you need, and the three things you are going to do in that time. Getting a yes to the agenda is the only commitment you will ask for in the first two minutes, and it is what buys you the discovery stage instead of a walk to the equipment.

  4. 4

    Pick your discovery questions

    Eight are loaded for your trade, each with the reason it earns its place. Switch off the ones that do not fit your market and add your own. The one about who else is part of the decision belongs here — asked in discovery it is a question, asked at the close it is an objection.

  5. 5

    Structure the findings walkthrough as fact, measurement, opinion

    Three labelled lines, in that order, with the customer next to you. Naming which line is your opinion is not a weakness in the pitch; it is the thing that makes the other two lines credible, and it is what a buyer remembers when the three-day window is still open.

  6. 6

    Build good, better and best — scope first, price after

    Name each tier, write what is and is not included, then price it. The builder flags any tier that carries a price with no written scope, because a priced option with no scope is what a change-order argument is made of. All three scopes get presented before any of the three numbers.

  7. 7

    Write your objection responses down

    Five of the standard ones come loaded with a response. Write yours before you need them: an improvised answer to "I want to think about it" is where a rep talks a buyer out of a cancellation right they are entitled to, and misrepresenting that right is itself a violation of the rule.

  8. 8

    Read the verdict, then fix the close

    The review grades the script against 16 CFR Part 429 and, for outbound use, Part 310. If the rule applies and the close does not say the cancellation right out loud with the 3-business-day window named, the script is marked as blocking the close and will not clear until the sentence is in it. Then export to PDF, Word or Excel.

The same sale is a different legal object at a kitchen table than it is in your office

Every sales script template on the internet ends at the close, and that is exactly where the interesting part of an in-home sale starts. The FTC Cooling-Off Rule, 16 CFR Part 429, reaches a sale of consumer goods or services where the buyer's agreement or offer to purchase is made at a place other than the seller's place of business. Sign the same paperwork on the same equipment at your own counter and the rule never attaches. Sign it at the customer's dining table and it does — from a purchase price of $25 at the buyer's residence, and $130 at any other location that is not your own premises. Those two figures are different on purpose and both are in the current rule text. Nearly every contractor sale clears both by a wide margin, which is why the location question, not the price question, is the one this builder asks first.

What the rule then requires is not one thing, it is four, and only one of them is a piece of paper. The buyer gets a fully completed receipt or contract in the language of the sales presentation. That contract carries, in bold face type of at least 10 points and in immediate proximity to the signature space, the statement that the buyer may cancel at any time prior to midnight of the third business day after the date of the transaction. The buyer gets a completed Notice of Cancellation form in duplicate — 2 copies, both filled in with your name, your business address, the transaction date and the cancel-by date, before you hand them over. And then there is the fourth one: the seller must inform each buyer ORALLY, at the time the buyer signs, of the right to cancel. That is a duty on a person's mouth, at a moment in a conversation. It cannot live in a contract template. It lives in a script, which is why this builder refuses to mark a script ready to present when the rule applies and the close stage does not contain a sentence naming both cancellation and the three-business-day window.

The three-day count is where the honest mistakes happen. A business day under the rule is any calendar day except Sunday and federal holidays — which means Saturday counts. A Friday sale therefore expires at midnight on the following Tuesday, not the following Wednesday: Saturday is day one, Sunday is skipped, Monday is day two, Tuesday is day three. Put a federal holiday in the middle and it moves again. This builder computes the cancel-by date on the rule's own calendar rather than adding three days, and it counts a fixed-date holiday that falls at a weekend as non-business on the weekday it is observed, which lengthens the buyer's window — the conservative direction to be wrong in.

The exclusions are narrower than the industry believes, and the one contractors lean on hardest is the emergency waiver. It is not "the customer said it was urgent". The rule requires all three of: the buyer initiated the contact; the goods or services are needed to meet a bona fide immediate personal emergency; and the buyer furnishes a separate, dated, signed personal statement IN THE BUYER'S OWN HANDWRITING describing the situation requiring immediate remedy and expressly acknowledging and waiving the right to cancel within three business days. A pre-printed waiver with a signature line is not a statement in the buyer's handwriting, and a rep who fills the description in for the customer has produced nothing. This builder models those three conditions as three separate switches, and a waiver claimed on two of them is graded as no waiver at all. The buyer-initiated repair exclusion has its own trap: it covers the repair you were called out to do and the replacement parts necessarily used in making it — so the moment the good/better/best sheet comes out on the same visit, the added sale is back inside the rule.

If the script is also read on outbound calls, a second rulebook opens. The Telemarketing Sales Rule requires that an outbound call promptly and clearly disclose the identity of the seller, that the purpose of the call is to sell goods or services, and the nature of those goods or services — the first fifteen seconds, before the pitch. Before the customer consents to pay, the total cost and quantity, all material restrictions, limitations or conditions, and any no-refund policy have to be disclosed. And outbound calls are limited to 8:00 a.m. to 9:00 p.m. local time at the called party's location, which is a live problem the moment a service area crosses a time zone. Those checks only appear in this builder if you say the script is used that way, because loading them onto a purely in-home script is noise.

One thing this builder deliberately does not do is guess at your state. A large number of states give home-solicitation buyers their own right to cancel, frequently longer than three days, often with their own required notice wording, and several extend it further for older buyers. There is no authoritative fifty-state table worth copying, so the review prints "not evaluated" for state statutes and says which rule it did apply. What you get is a federal verdict you can trust and an honest gap where a state-law answer belongs. Plumbing sales happen standing in a utility room next to the thing that failed, which is the best selling position in the trades and the easiest one to waste. Show the fitting. Say the measurement. Then say which part is your opinion, out loud, in those words — the sentence that separates a findings walkthrough from a scare tactic is the one where you name your own opinion as an opinion.

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Sales Script Template FAQs

Does the FTC three-day right to cancel apply to my in-home sales?

If the buyer signs somewhere other than your place of business, very probably yes. The Cooling-Off Rule reaches sales of consumer goods or services made at a place other than the seller's place of business, at a purchase price of $25 or more when the sale is made at the buyer's residence, and $130 or more when it is made at other locations. Both thresholds are far below a typical plumbing ticket, so in practice the question is only ever where the signature happened. Sign at your own office or showroom and the federal rule does not attach — though your state may still give a right to cancel, which is not evaluated here.

No, and this is the single most common gap. The rule separately requires the seller to inform each buyer orally, at the time the buyer signs the contract or purchases the goods or services, of the right to cancel. That is a spoken duty at a specific moment, and printing the same words above the signature line does not discharge it. It is also why the disclosure belongs in a sales script rather than only in a contract template — which is exactly what this builder grades. If the rule applies and your close does not say it, the script is marked as blocking the close.

Until midnight of the third business day after the date of the transaction. A business day under the rule is any calendar day except Sunday and federal holidays — so Saturday IS a business day and Sunday is not. Sell on a Friday and the deadline is midnight on the following Tuesday: Saturday one, Sunday skipped, Monday two, Tuesday three. Drop a federal holiday into that stretch and it moves out another day. This builder computes the cancel-by date on that calendar for you, rather than adding 3 calendar days and hoping.

No, a pre-printed form does not work. The exclusion requires all three of: the buyer initiated the contact; the goods or services are needed to meet a bona fide immediate personal emergency of the buyer; and the buyer furnishes a separate dated and signed personal statement in the buyer's own handwriting describing the situation requiring immediate remedy and expressly acknowledging and waiving the right to cancel within three business days. The handwriting requirement is the one that kills the pre-printed waiver, and the buyer has to write the description of the emergency themselves. This builder treats the three conditions as three separate confirmations and grades a partial waiver as no waiver.

2. The rule requires a completed form in duplicate, captioned either "NOTICE OF RIGHT TO CANCEL" or "NOTICE OF CANCELLATION", in ten point bold face type. Both copies are completed before you hand them over — with the seller's name, the address of the seller's place of business, the date of the transaction, and the date by which the buyer may cancel, which cannot be earlier than the third business day after the transaction. One copy is the buyer's to keep and the other is the one they would send back. If the buyer does cancel, refund all payments within 10 business days of receiving the notice.

It changes the dollar threshold, not the rule. The lower $25 figure is for a sale made at the buyer's residence. A sale made at a location that is neither the buyer's residence nor your own place of business — a home show booth, a job trailer, a coffee shop — attaches at $130 or more. This builder asks where the buyer signs precisely so the right threshold is applied, and it will tell you when a sale falls below whichever one applies.

It can, and if you say so the builder switches on a second set of checks from the Telemarketing Sales Rule. An outbound call has to promptly and clearly disclose who the seller is, that the purpose of the call is to sell goods or services, and what those goods or services are. Before the customer agrees to pay you must disclose the total cost and quantity, all material restrictions or conditions, and any policy of not making refunds. Calls are limited to 8:00 a.m. to 9:00 p.m. local time where the person you are calling is, which matters as soon as your service area crosses a time zone.

Everything the options in stage four are going to have to answer. This builder loads eight plumbing questions with the reason each one earns its place — When did you first notice it, and has it got worse? through to whether anyone else is part of the decision. That last one belongs in discovery: asked at the start it is a question you get a useful answer to, asked at the close it is an objection you cannot beat. Write the answers down and read two of them back out loud when you present the tiers, because a repair-or-replace conversation built from what the homeowner said about pressure, hot water and what already flooded once is what separates a presentation from a quote.

Scope first, all three, then all three prices together. Name each tier as an outcome rather than a product line, write what is and is not included, and only then say the numbers — one after another in a single breath, and then stop talking. This builder flags any tier that carries a price with no written scope, because that is the version that turns into a change-order argument later, and it flags a sheet with fewer than two priced options, because one option is a quote and invites a straight yes or no.

Your script closes the sale. Larry books the next one.

We will run your numbers on the call and tell you if the maths does not work for a shop your size. That happens, and it is a cheaper conversation than finding out three months in.

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