Page 38 - Oxford 10 Step Manual

STEP 6 --
GLASS ALTERNATIVES
2. “If I were to fill it up with hot coffee and set it outside in the winter, how long before it would be cold?”
Get answer: 10 minutes
3. “How do you heat your home?”
Get answer: Gas, Oil, etc.
YOUR RESPONSE:
Not exactly, you heat it with money.
Remind them of how much they told
you they were spending for heating
and cooling their home early in the presentation.
Major Qualifying Statement (memorize!)
“Your present windows can keep your home no warmer than this jelly jar can keep your coffee hot!” And in the summer you have the same situation keeping the heat out.
THE THERMOS:
Pull out your thermos, unscrew the bottom, and separate the liner from the case:
4. “You would use a thermos if you
wanted to keep your coffee hot for longer than 10 minutes, wouldn’t you?”
Get answer: Yes
5.” If I were to put hot coffee in this thermos and put it outside in the winter’s night, how long before it would get cold?”
Get answer: 10 hours!
(Sixty times more effective!!!).
6. “What would happen to your fuel bills if I were able to build a window that acted more like a thermos bottle than a jelly jar? Do you think they would go up or down?”
Get Answer: They’d go down!
Repeat answer: “That’s right, they’d go down and you would save energy and money!.”
7. “That’s what we set
out to do, build a
window that thinks
it’s a thermos bottle!!!
Why? To offer our
customers a window that is an investment not an expense.” An investment in your future and the earth’s.
8. “For starters we knew we needed the two elements of a thermos bottle:
a. Dead air space.
b. Reflective surface”
Hold up your Oxford, Super Triple-E with Delta-8 gas and Envirosealed BR 50 warm-edge spacer system corner cut section.
9. “We thought if one air space was good, two had to be better! Comment: Makes sense, doesn’t it?”
Get Answer: Yes
10. “The silver lining was a
bit more difficult. We use SOLAR BAN 60 LOW-E, A PITTSBURGH PLATE GLASS (PPG) HIGHLY SCIENTIFIC REFLECTIVE
COATING.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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