Page 53 - Oxford 10 Step Manual

STEP 7-
PRODUCT DEMONSTRATION
INTRODUCE THE MAGIC BAG:
the opening in a home that’s no longer square.” “It’s a touch of technology and quality you don’t find in cheap windows. We don’t see how you can put a window in without them, and expect it to operate correctly and “really” seal tightly.”
Now turn your sample to give the customer a full view of how it will look on the inside of their home.
“Mr. & Mrs. Prospect, isn’t this a great looking window? Oxford has definitely combined beauty with superior quality and design. I will be taking parts from this magic bag and explain each one as we go along.
“Take the balance cover. It protects and looks good.”
“This cover might seem like a small thing but it has a big responsibility.” “First of all, we think it looks
nicer to cover the steel balance mechanism inside the frame. Cheaper windows just leave it showing.
Secondly, it protects that mechanism from collecting dirt and moisture. It makes the balancing system work longer and easier. Another touch of Oxford quality!”
Check out this easy-lift balance system.
“Come over and see how easily the sash moves up and down in a Oxford triple glass window. Isn’t that amazing?
They work easily because Oxford uses only heavy duty balance devices. This is a major area that manufacturers of cheaper windows can save money. I guess that’s why they have so much service in this area.”
This is the first of many opportunities to use this very powerful bag of sales aids. When introducing the magic bag to the customer, you could say the following:
“Mr. & Mrs. Prospect, the cheap window companies are smart. Since they want you to buy their stuff, they take their quality away from the places you can’t see. Doesn’t that make sense?”
At Oxford we put quality everywhere!
“Even in the areas a customer never gets a chance
to look at. This little bag holds some of those high quality features. I’ll point them out as we go along. Our competition never shows you how they handle the parts you can not see. They keep it “in the bag”, if you will, because they are not proud of what you can not see.”
NOW TURN THE WINDOW TO SHOW THE SIDE:
• Show alignment clips from magic bag.
“Two galvanized steel screws are tough and durable. They will last. They won’t rust or oxidize and give us the adjust ability we need. This plate
is exclusively designed for our window. This alignment device allows us to put a perfectly square window into
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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