Page 17 - Oxford 10 Step Manual

STEP 3 -- MEASURE/CREATE NEED
Other problems to look for during measuring include (con’t.):
• Sticks or broom handles to keep
burglars from opening a slider window
• Single slide slider window that is
hard to clean
• Windows nailed shut
• Broken locks or no locks
• Cracked plaster problems
Be observant! This is part of the process of creating need by pointing out the existing problems and promising solutions.
Remember, folks who have lived with a problem for a period of time are used to it. They may not even remember it exists.
You have to point it out! Don’t be hesitant!
Always Aim to CREATE:
• Communicate with potential buyers
• Reinforce their statements
• Eliminate other window products
• Analyze the selling situation
• Tell your company story
• Elicit useful information about their lives to
use as selling points
By Creating a need for Oxford, you will sell the need. It is your responsibility to prove to prospects they need Oxford products. They expect you to be the expert and you cannot let them down. You need to justify the price while building urgency and credibility. After you succeed at this, the close will be easy.
\REMEMBER: Knowledge is Power!
To control the selling situation, use knowledge. Knowing Oxford products in addition to Anderson, UniFrame, and/or any other competing window lines in your area is a key element in your sale. RESEARCH, RESEARCH, RESEARCH.
ASK A VERY IMPORTANT QUALIFYING QUESTION AND GET PAID FOR YOUR WORK OF MEASURING...
“Mr. & Mrs. Prospect, thanks for the
tour. I think you’ll agree with me that
sooner or later you’re going to have to do something about replacing your windows and doors.
GET AN ANSWER BY NODDING YOUR HEAD.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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