Page 50 - Oxford 10 Step Manual

The WINDOW DEMO is the “highlight” of your sales visit. This is your BIGGEST chance to prove the value of your product.
Remember, the customer has never seen the demo before!
No matter how many times you have given
the demonstration, give it with “newness” and enthusiasm. You have to project a sincere belief in what you say.
Experienced sales reps will tell you that when a rep falls into a slump, the first place to look for reasons is the product demo.
When impatience, corner-cutting and sometimes just plain laziness “seeps” into the demo, sales go down!
Do not skimp on or rush through the Oxford presentation. A good demonstration will earn you respect from the prospects.
REMEMBER the 10 Commandments of Selling:
1. Do not let the homeowners prevent you from making a complete and thorough presentation of your Oxford product.
2. Always be respectful.
3. Do not shortcut the demonstration.
4. Always listen to the homeowners.
5. Keep prospects involved. The demonstration
should be hands-on.
6. Use influence from a third party.
7. NEVER resort to high-pressure tactics.
8. Believe in Oxford.
9. Diplomatically eliminate competing window lines.
10. Do not be prejudiced against the homeowners or
pre-judge their ability to afford Oxford products.
By this time, you have already created need and sold the prospects on the professionalism of your company. Now it is time to do the major job of “Proving Value”!
STEP 7- PRODUCT DEMONSTRATION
You have taken them shopping and eliminated hollow vinyl as a desirable material for the frame. You should already have gotten a “yes” to the trial close question of whether or not reinforced vinyl makes sense to them.
You proved with the radiant heat lamp that our Delta-8 glass pack is superior to all others.
Now is your opportunity is to get the customer excited about the Oxford window itself.
TWO KEYS TO WRAPPING UP THE SALE ARE:
1) Get the customer involved. Use every sales aid at your command. Let them see,
feel, touch and help them to understand why Oxford is best!
2) Be enthusiastic and sincere in your demo and explanations. You must believe that you are there to help them!
Remember: Customers buy what benefits them. Use the FAB principle in explaining the window.
This principle is: F = Feature
A = Advantage
B = Benefit
Example:
F = this window tilts in for cleaning.
A = window cleaning is easier and safer.
B = you save time and will feel good about clean
windows.
If your sample is still in the car at this point, ask the prospects to look at some beautiful door photos while you get it.
Use the following request:
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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