Page 14 - Oxford 10 Step Manual

STEP 2 --
WARM-UP & AGENDA
Reduce to the ridiculous
Compare the price of Oxford products to other items by breaking it down. If the Oxford product is $1000 more than Home Depot windows, do the math to reduce numbers. Over 10 years, that is only $100 a year; 1.92 a week – less than ONE latte or beer! Still further, it’s .27 per day – not much more than a quarter.
INFORMATION YOU COULD GATHER!
Ask questions and listen!
The answers will frequently point out to you the prospects’ buying buttons. Some subjects you could ask questions about are as follows:
• How did you hear
about us? Was it via
T. V., Radio, Fair & Show or from a customer or friend.
• How long have you lived in this area?
• Have you had any other home improvements completed in recent years? Did you enjoy the experience?
• Do you work in the local area or do you have a long commute?
• Once you knew I was going to visit you, did you have any special thoughts I should be aware of?
• I know you’ve read about the imminent increases in energy costs. What are your monthly or yearly costs for heating and cooling your home?
You may have to help the customer with the answers:
• You’re interested in cutting your energy costs. You’re tired of throwing money out your windows, right?
• Is eliminating maintenance important to you?
• Is our easy cleaning feature one of your interests?
• Dealing with a company you trust is important, isn’t it?
After getting the answers and establishing they own the property then segway into the measure step...
Why don’t we get started by taking a look at your windows?
Note: You must have both husband and wife with you during the measuring tour. This is your best opportunity to create need and wives are usually more open about problems. They do the daily work with the windows and put up with the problems.
Have rebuttals ready if the wife wants to “skip” measuring!
The MEASURE step is a powerful selling opportunity!
End of Warm-up
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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