Page 45 - Oxford 10 Step Manual

with my competition’s ‘best’ technology, you still get a window that is 75% ineffective!”
In addition to your glass demo you should be price conditioning along the way. Ask the prospect(s) what he/she would expect to pay for each of the tested glass options. Tell them when they aren’t certain.
ie. Double insulated glass approximately $375.00 - $500.00 installed
Low-e insulated glass approximately $475.00 - $700.00 installed
Then say: “Just because they added some technology, is it truly worth a couple of hundred dollars more? It only provides a savings of about 20 BTUs of energy.” (get answer before moving on)
12. You now show them that our super glass package is far superior to the rest of the competition. This part is very dramatic and mesmerizing to the prospect.
While removing previous glass and placing our glass sample you should be saying: “our triple-pane with
four coats of PPG Soft-Coat low-e filled with our very own Delta-8 gas mixture of 8 gases and sealed with
a warm edge Envirosealed BR50 spacer system is the best technology and insulated glass available today!” (do the meter reading and recording again). You will find that the meter will register approximately 40 BTUs (outstanding) and the prospect when placing their hand in front of the glass feels NOTHING! Ask the prospect: “Can you feel the difference?”
Get answer: Yes!
STEP 6 -- GLASS ALTERNATIVES
“AMAZING! Wouldn’t you agree that this is the type
of glass you want protecting you and your home?
Our glass Is 90% effective at keeping the BTUs from passing through... and taking your energy dollars with It!”
Refer to the survey you had the homeowners take earlier.
“I noticed on the “What do you Want’’ form that Energy Conservation was a 10 (or whatever they filled in)
on the scale of importance. You know, Mr. and Mrs. Prospect, you’re paying for new windows whether you decide to purchase new windows or not.”
“Based on the results of what you have in your home now: your losing anywhere from 300 to 360 BTUs of energy every minute of the heating season and using lots of energy in the summer to cool your home.”
“Instead of enjoying new, energy efficient, maintenance free, safety and security featured, beautiful new windows, you are paying the utility companies and you’re not enjoying a thing. New windows will save
you money, add value to your home, and provide you more free time to do fun things while you’re not doing window maintenance.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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