Page 37 - Oxford 10 Step Manual

NOTE: There are several different methods of describing our high-performance glazing systems.
The following are not in any specific order but instead are meant to give you some choice in the tools you use to present the Oxford Glass package. We suggest you do what you are the most comfortable with.
The Goals of Covering Glass Alternatives:
1. Describing the “High” technology of our glass in a “low” technology way. Keep in mind that it is only important what the customer understands. Don’t try to dazzle the prospect with fancy technology. Evaluate your prospect and keep the demo within your prospects ability to understand. Remember in many cases your prospect has done their homework on the internet and you need to be prepared for their knowledge.
2. Touring the market and explaining ALL the glass the customer could buy if they shop from now until “doomsday”. In the process, we will narrow their choice down to our glass.
3. Name our competitors by product and price By doing this, we have effectively taken them shopping.
THIS MINIMIZES THE OPPORTUNITY DURING THE CLOSE FOR THE CUSTOMER TO STALL WITH THE EVER POPULAR OBJECTION:
“We have to shop around”!
The tools we are going to use during this part of the step include two simple household items:
A. A Jelly Jar.
This is just a simple glass jar
which, in many cases, is the
same type of glass in the customer’s windows.
B. A Thermos Bottle:
Everyone knows the function of a thermos bottle; to keep things warm or cold. When we explain how a thermos bottle works, we are setting the stage for the explanation of how our window works.
The thermos bottle, jelly jar and the Oxford corner cut allows you to introduce the idea and question...
WE THOUGHT IF WE COULD MAKE A WINDOW THAT THOUGHT IT WAS A THERMOS BOTTLE, WE’D BE ON THE RIGHT TRACK, WOULDN’T YOU AGREE?
[Wait for their response!]
START THE FOLLOWING WORD-FOR-WORD:
“Mr. & Mrs. Prospect, do you mind if I explain this super “high” technology in a low tech way that I understand better? Great!”
While holding a jelly jar up to the prospect...
1. ”This glass is the same glass as the windows you have in your home: Single layer of ordinary glass.
a. This is single pane glass, just like your windows. Or if double glass say, two panes of single glass with no technologies.
b. You could crush this jelly jar up and make replacement glass for your existing windows if you had the equipment...the same exact glass!!”
STEP 6 -- GLASS ALTERNATIVES
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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