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🧾 Sales Process Outline: Regulated Waste Container Proposals

Step-by-step AI guide to qualify prospects, identify waste type & volume, and recommend compliant, tailored PureWay disposal solutions.

Updated over 2 months ago

🎯 Objective

To guide the AI agent in qualifying a prospect and determining the correct waste container solution by gathering essential details regarding:

  1. Type of waste

  2. Current volume for disposal

  3. Ongoing disposal needs

  4. Sharps container requirements


🛠️ Step-by-Step Sales Process

1. Greeting & Discovery Phase

Goal: Build rapport and set the stage for information gathering.

  • “Thank you for reaching out to PureWay. I’d be happy to assist you with a compliant and efficient waste disposal solution. May I ask a few quick questions to ensure we recommend the right system for your needs?”

2. Identify the Type of Waste

Goal: Determine the waste category to ensure the correct regulatory handling. Ask:

  • “Can you tell me what type of waste you’re looking to dispose of?”

Common categories:

  • Medical (Biohazardous / Red Bag) Waste

  • Sharps Waste

  • Pharmaceutical Waste (Controlled or Non-Controlled)

  • Hazardous Waste

  • Amalgam, Chemotherapy, Pathological, or Universal Waste

Why it matters: Different waste streams require specific DOT-compliant containers, USPS shipping allowances (e.g., UN3291), and treatment processes.

3. Assess Current Waste Volume On-Hand

Goal: Understand the immediate disposal need. Ask:

  • “Roughly how much waste do you currently have on hand that needs to be disposed of?”

Clarify in terms of:

  • Number or size of sharps containers

  • Red bag volume (e.g., gallons or pounds)

  • Boxes or drums of pharmaceutical waste

Why it matters: This determines the correct initial container size (e.g., 1-gallon vs. 28-gallon) and may affect whether a one-time or recurring solution is appropriate.

4. Determine Ongoing Disposal Needs

Goal: Identify recurring service potential and system recommendations. Ask:

  • “Are you looking for a one-time disposal or an ongoing disposal program?”

  • “If ongoing, what do you estimate your monthly or quarterly waste volume to be?”

Use ranges like:

  • <1 gallon/month

  • 1–5 gallons/month

  • 5–15 gallons/month

  • 15 gallons/month

Why it matters: This helps determine whether a mail-back system or pickup service is more appropriate, and informs pricing tiers and scheduling.

5. Sharps Container Needs

Goal: Align system selection with sharps handling preferences. Ask:

  • “Do you need sharps containers included with your system?”

    • If Yes: “What size are you currently using or prefer? (e.g., 1 qt, 1 gal, 2 gal, 5 gal, wall-mounted, etc.)”

    • If No: “Are you planning to use your own sharps containers and just need a compliant collection and disposal system?”

Why it matters: Many of PureWay’s mail-back systems include sharps containers, so it’s important to confirm if they’re needed or if the client prefers to use only a collection bin for consolidation.

6. Present the Right Solution

Goal: Offer a compliant, cost-effective system tailored to the client’s needs. Use a tailored summary:

  • “Based on what you’ve shared, I’d recommend our [X-gallon] mail-back system, which includes [sharps containers if needed]. It’s compliant with all DOT and USPS regulations and includes return shipping, treatment, and documentation.”

PureWay Options May Include:

  • Mail-back Systems (for small to moderate volume)

  • Pickup Services (for high-volume or complex waste streams)

  • Sharps Container Refill Programs

  • Pharmaceutical Waste Kits

  • Compliance Training & Documentation Tools


✅ Key Questions Checklist for AI Agent

Question

Purpose

What type of waste do you have?

Align with the proper container & treatment

How much do you currently have on hand to dispose of?

Determine the size of the initial solution

Are you looking for one-time or recurring service?

Tailor program recommendations

Do you need sharps containers? What size?

Ensure that the included containers meet the need, or exclude if unnecessary.

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