Page 16 - Oxford 10 Step Manual

The MEASURE step is a powerful selling opportunity!
Develop a concise habit for
measuring. Do it the same
each time and you will not
overlook opportunities or
forget to answer “unasked”
questions. It’s a real chance to show competence.
Measure the door:
No matter why you are there, measure the door. Since 13 million homeowners are going to buy doors this year, this might be one of them.
If you checked it out when you entered the home, you have something to talk about.
At the first window, explain Installation!
Many prospects do not share their anxieties about the work messing up their home. You have the chance to explain that our techniques are professional and we use drop cloths and clean up. No muss, fuss or plaster dust!
At each of the following windows:
Choose which of the common needs all homeowners
have... • SECURITY
• MAINTENANCE
• CLEANING
• STYLE AND BEAUTY • ENERGY LOSS.
This is also a good time to talk about how a window purchase goes to equity.
Each room can have distinct problems – Bathrooms have privacy needs and frequently have
sweating problems.
Bedrooms need to be secure and warm. Especially kid’s rooms.
STEP 3 -- MEASURE/CREATE NEED
Living Rooms need style and beauty (bows, bays).
Kitchens usually have windows that are difficult to reach and clean. Drafts and cold glass near tables are a problem.
Southern & Western exposure
windows are prone
to ultra violet light
entry. Fading occurs as well as radiant heat problems.
Patio Doors in any room are the
largest glass opening in the
house. They need replaced for serious energy reduction.
Use your Photo Album book to clarify potential questions such as color; what it would look like; muntins; tilt-in cleaning, etc.
The more the customer understands, the easier it is to buy.
Other problems to look for during measuring include:
• Broken ropes and pulleys-windows that won’t stay up
• Sticks to hold windows up
• Broken ropes and pulleys-windows that won’t stay up
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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