Page 51 - Oxford 10 Step Manual

STEP 7-
PRODUCT DEMONSTRATION
get my sample.”
ROAD MAP:
“Mr. & Mrs. Jones, please take a look at these photos while I get my sample. My boss is trying to decide on a door promotion so he wants to know which doors are the most desirable in this neighborhood. Please help me out by letting me know which door you most like while I go and
PRIDE IN INSTALLATION:
“Mr. & Mrs. Prospect,
when we install your
windows the first thing
we have to do is to
get the old windows
out. For us, it’s easy,
because we’re trained and have all the right tools for the job. Things like electric saws, miter boxes, etc. Our installers are window ‘pros’, not guys who did roofs yesterday and are trying their hand at windows today.”
“We do this removal with no damage to the walls or plaster. We clean any and all mess or dust we make.
Before we install your windows we cover all exposed wood on the outside. In the case of a wood window and frame home it can involve extensive amounts of wood casing, headers, rain caps, sills, aprons, etc.”
• Show small capping piece.
In the case of brick openings, it usually involves a smaller brick molding made of wood. We also cover the steel lintels above the window opening.”
“We give you a TOTALLY maintenance free opening inside and out. Some of our cheap window competitors short cut this part of the job and you get stuck buying paint and painting the outside wood every year.”
I guess it’s true that ALL YOU GET FOR LESS MONEY IS LESS!
If you have pictures in your photo book, show the prospects what exterior trim coverage looks like.
There are 40 + features that make the Oxford window unique. The demo can be powerful and will “blow away” the competition if done properly.
A complete demo allows you to “price condition” constantly, with statements like ... “It cost a few dollars more...or quality is always a little more expensive!”
Develop the habit of a systematic presentation that contains all or most of the benefits associated with the 40 + features.
BEGIN YOUR WINDOW DEMO BY SHOWING THE PROSPECT THE OUTSIDE VIEW OF THE WINDOW.
You will cover four issues here:
1) Custom capping for outside wood
2) The screen
3) The value of Oxford versus vinyl
4) Locks can’t be seen from the outside
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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