Page 24 - Oxford 10 Step Manual

STEP 5–
FRAME ALTERNATIVES
4. During the Frame Alternatives section, every type of frame material is explained.
The heat box test clearly
proves that ours is the best.
5. Our window parts, which are different and proprietary, get shown in detail.
6. During the Glass Alternatives section, every type of glass is explained. Through the radiant heat test, ours is shown to be superior and the best for them.
7. Through skillful use of competitive literature, our competition gets pushed off the buying screen...by name...by warranty...and by price!
8. The customer is anxious to see the product in full- window form. Already, they know it is not a cheap window, but a good one.
This step starts by introducing 2 statements:
TRANSITION STATEMENT:
“Many people tell us they are on a fixed income. I guess in a way, we’re all on a fixed income. We have so much coming in and so much going out!”
“What it really means when you are on a fixed income is that you cannot afford to do this job twice! So, whatever decision you make, it has to be a good one, because you’re going to live with it for a long time.”
SHOP AROUND STATEMENT:
“Also, like most people, I’m sure you would like to get a couple
of estimates before you make a decision. So what I’m going to
do today is to take you window shopping without ever leaving your home.”
“We’ll show you the best wood, metal and vinyl windows on the market. You can tell us what window you would have us put into your home! Fair enough?”
REVIEW ENERGY COSTS AND POINT OUT THE COST OF DOING NOTHING:
Dollarization of the “cost of doing nothing” adds a sense of urgency to the sale. The homeowner must be made to understand that doing nothing is their MOST EXPENSIVE option. Use these statements:
“Earlier, you told me that your cost to heat and cool your home is $200 a month. That’s $2,400 per year. Did you see where I got that total? Great!”
“Without a price increase for the next 10 years (and that’s a pipe dream) you’ll be sending the energy companies $24,000. If the 35% and 40% predictions even come close to being true, it’ll cost five or six times that much to keep warm in winter and cool in summer.”
“Let’s be conservative and say that the cost of utilities will only rise 10% a year for the next ten years. That would add up to $38,250 coming out of your hard earned income for utilities.”
“That is why talking about windows and doors, tonight, is so important. If we could find a way to save a chunk that $38,250, I’m sure that would make you happy, wouldn’t it?”
“An important point I want to make to you is that the folks that decide to do nothing in the face of these huge cost increases are signing a contract.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
27