Page 52 - Oxford 10 Step Manual

Hand the screen to the customer.
“We make this screen with “Durability” in mind.
• The rail is of extruded aluminum, not cheap “rolled” aluminum that dents and bends at the touch. It’s designed to last through use and even abuse. It’s warranted!
• The fiberglass cloth is special. It has
an electrostatic charge that actually “catches” dust and pollen that otherwise comes into your home. Anyone
with allergies will appreciate this feature.
• The color is simply attractive.
• The fiberglass has a “memory”. That means that if a small hole is poked in the screen, the threads “close-up” to make it unnoticeable. Your protection continues.
• Notice the extensive lift rail versus the cheap tab the most of our competitors utilize.”
• The stainless retainers hold the screen tightly in the screen track. It can’t blow away in a wind storm.”
“This is quality in a screen that you will enjoy for years and years. Of the window demos you have received to date can you remember if they showed you their screen? The answer generally is - No. That’s because they have nothing to point out or talk about. Their screens have no positive selling features. We enjoy pointing out all the features of our screens because they are a very important part of our windows.”
STEP 7- PRODUCT DEMONSTRATION
“Before I go on, let me comment again on our window frame material. It’s all virgin vinyl, with chemicals in it to resist cracking or fading.”
“First, you get freedom from painting.
Second, this material is a great insulator, like wood.
Third, it’s strong and it will resist any fading about
50 times better than any reprocessed vinyl. Even in dark colors!”
“Before I turn my sample around, let me point out another small feature that has BIG benefits.”
“Take a look at the bug protectors. They are not made of vinyl or rubber. Those
materials get stiff and tear
off after a year or two.
Instead, we use a high-
tech material that is called
“wool-pile”. It’s actually
a synthetic material that
lasts and lasts. We use it
because it keeps bugs out
but will let any water build up behind the screen rail drain right away. This small feature means you get no water in your home.”
Our screen has a couple more features that are rarely found on other windows.
• Show the Lexan lift rail and corner gussets.
“These features add strength and durability, as well as operating ease.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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