Page 23 - Oxford 10 Step Manual

Note:
The objective of the Cover Frame and Glass Alternatives sections is to:
1. Prove that every other window on
the market IS NOT AS STRONG OR DURABLE AS OURS.
2. Prove that every other window on the market is some form of double glass.
3. Get the prospect to help us prove that 99.9%
of the window market
is hollow vinyl with double glass.
4. Get the prospect to agree that they do not want 99.9% of the windows on the market.
5. Eliminate 99.9% of the reasons to delay a decision on the purchase of windows.... tonight!
THERE IS NOTHING MORE IMPORTANT THAN THE PROPER EXECUTION OF THESE TWO STEPS OF THE SALE. THE USE OF TRIPLE PANE GLASS WITH A FRAME THAT WILL LAST VIRTUALLY FOREVER IS WHAT WILL SEPARATE US FROM ALL OF THE COMPETITION.
IF YOU CONVINCE THEM, THEY CAN BE COMFORTABLE SPENDING THE MONEY TO BUY QUALITY WINDOWS.
STEP 5 – FRAME ALTERNATIVES
NOTE TO TRAINEE:
Here is some help in understanding the need for and the philosophy behind this step to successful selling.
First, let’s deal with how the customer might view your visit. They anticipate you will deliver information, give them a price and then courteously leave them with your card...in case they want to call.
This will happen if you do not learn and execute this step!
Now, let’s look at the opportunities we have to lead us to a sales agreement with this prospect:
1. We handle their belief that there are many choices for them to review before making a decision to buy anything.
2. We make the prospect understand that ”doing nothing” is a bad decision for them.
3. We can “wash away” the illusion many customers have, that decent windows should cost $300 to $500 each. We get to “kill” the low cost and bait and switch advertising that might have impacted their thinking.
4. This step alone can convince the customer that quality is the way for them to go...and quality is never inexpensive!
There is a lot going on during this step and a lot to learn!
Here’s an outline of what you must learn through memorization and role playing. Your pitch book pages will help you through this step, but you should know the words.
1. Transition from the Company History to the Window Demo.
2. Establish the prospect’s energy costs.
3. All options that the customer has must get put on the table.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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SAY NO TO HOLLOW VINYL & DOUBLE GLASS