Page 42 - Oxford 10 Step Manual

STEP 6 --
GLASS ALTERNATIVES
“Do you think we have enough technology in our glass to save you lots of money and energy?”
Get response!
Well, truthfully we don’t stop there. You can’t have all the very best ingredients and expect them to last a lifetime without properly processing (or marrying) them together.
What about the spacer system?
We also use a totally non-metallic, non-conductive spacer called Envirosealed BR50. It is guaranteed not to fail for 40 years or we will replace the glass free of charge!
“Envirosealed BR50 allows us to bake our insulated glass units together using heat. It bonds the three layers of glass together to create a super airtight, super insulating sealed unit.”
But...I could be telling you just about anything and how would you know if it were true or not?
Now I’m going to prove it to you...
Pull out of your demo kit all 4 pieces of glass and four other pieces from parts kit:
1. Single Glass
2. Double Glass
3. Double insulated with Low-E
4. Our Super T-E w/D-8 & BR50 Glass
5. Heat lamp
6. BTU meter
7-8. Bow/bay seat sample pieces of wood.
1. Relate to the prospects’ desire to shop before making a decision.
2. Point out that of the four samples on the table. The double glass clear and double with Low-E are the most important ones because they represent 95 % of all the replacement windows being sold today.
While holding the SINGLE GLASS square, your comment is: “This is like your current windows - Single glass. We already know from your fuel bills that this doesn’t work so well.”
It’s the newest version of the technology introduced into window manufacturing that is referred to as “warm- edge technology”. It eliminates the glass failures that are so common with conventional “aluminum” spacer systems.
“Many of my competitors still use the first version of “warm-edge”. Those cheaper spacers have a tendency to conduct hot and cold and cause moisture that leads to glass problems. People get ‘hooked’ on the low price and regret it later...when their bills don’t go down.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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