Page 29 - Oxford 10 Step Manual

“Mr. and Mrs. Prospect, this piece of vinyl represents 95% of all-vinyl windows made and sold in this market.
All-vinyl window makers who sell all-vinyl windows are using this extrusion or something very similar!”
“When hollow all-vinyl windows warp like this, gaps open up that allow air to pass right through...taking your energy dollar right out with it! And the worst part is this only takes one summer season! So much for the windows that were supposed to last a lifetime.”
And, if that’s not enough the following will certainly amaze you:
IntroduceThe Hot Poker Test:
Start by saying this: “I was watching a popular news show about a month or so ago when I heard this guy on the TV mention hollow vinyl windows, I started to pay closer attention to what he had to say. As I stated before, 95% of my competition sells hollow all-vinyl windows and because
I’m in the window business he got my attention.”
“The guy on TV was a former burglar explaining to his audience how easy it was to enter a home through vinyl windows”.
“On national television
he used a torch and
a poker to poke a hole
through a vinyl window extrusion. This simple act enabled him to “flip” the lock and gain entry into the house without even breaking the glass!”
While you are saying the above words, heat the poker and push it through the bent vinyl extrusion! Now watch your prospects’ mouths fall open for a second
STEP 5 – FRAME ALTERNATIVES
time! Hand the bent extrusion with the hole in it to the prospect.
Then read again the quote from Tom Silva...
No vinyl windows over 26 inches!
“I guess Tom Silva knew what he was talking about, didn’t he? Mr. & Mrs. Jones, this piece of vinyl represents 99% of the “all-vinyl” windows on the market today! Sears, Champion, Pacesetter, Window World etc. (mention your competitors here by name) all use this exact same technology to make their windows”.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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