Page 44 - Oxford 10 Step Manual

STEP 6 --
GLASS ALTERNATIVES
5. Put the single glass piece
on top of the heat lamp
and ask the customer if
they can feel anything
coming through. Get the
customer’s agreement that
they can feel heat coming
through the glass. Explain
to them that this is actually
the heat from their furnace
going right out their windows. (Also it is their cool air escaping from their cooling system.)
6. Place the single insulated glass in one
of the slots in the extended platform.
The meter for single glass will read approximately 360 BTU. This signifies
how many BTUs of energy are
escaping right through the glass. Have
the prospect put hand on side of glass
closest to BTU meter to feel how much
heat is moving through the glass.
They will tell you that they feel a lot/ ‘it’s hot”, so you explain that represents the heating dollars going right out the window.
“So Single glass does have an affect on your heating bills. You can see that the meter went from 400 BTUs to 360 BTUs... a 10% improvement! But that means that your single glass windows are still 90% inefficient, right?”
7. You want the prospects undivided attention during this glass presentation. Have them both interact with you by having one read the meter and the other writing down the results (the BTUs). Have both feel the heat passing through the glass.
THIS IS YOUR GLASS! No wonder your bills are so high!
8. Put the double glass clear piece in front of the heat lamp and ask the customer if they can feel any- thing coming through. Not much better is it?
9. The double insulated piece will read approximately 320 BTUs. (Remember to repeat the process you used for single glass - having the prospects read the meter and write it down.)
Be sure to comment to the customer that this is the glass sold by all those companies that focus on low price. You can get 10 windows put in with this glass for any where from $3,000 to $6,000.
“A smooth talking salesman comes into your home and puts a lighter under the glass and you can’t feel anything. He claims that proves their cheap glass is as good as better stuff that costs more money. You can see that the meter has moved to 320 BTUs... which means this glass technology is 20% effective. But
that means it is still 80% ineffective, right? I think your common sense as well as your hand tells you that the kind of heat you pay for monthly goes right through that double glass clear, doesn’t it? Not much difference at all, is there? “
10. Take the single pane sample and place it next to the double pane In front of the lamp. “Let’s put a storm window on it and make it triple glass. But remember, there’s no technology - just glass.”
“Amazing! Isn’t it? The heat comes right through the three pieces of glass the same as if it was single. You see, Mr. & Mrs. Prospect, without technology, glass alone will not save you money. Not even three pieces of glass.” (Check out the meter and record it.)
11. Put the double glass with low-e piece in front of the heat lamp and ask the customer if they can feel anything coming through. Now you can see some improvement. (The meter will read around 300 BTU.) Again reinforce to the customer that this isn’t much better.
“This is what other companies sell that are trying to do something good for you. It does “bump-up the cost” quite a bit but it should cut your energy costs over your single-pane windows. You can see that the meter Is now showing a 25% efficiency in BTUs, or about 15% better than single glass. But that means that, even
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
47