Page 59 - Oxford 10 Step Manual

STEP 7-
PRODUCT DEMONSTRATION
“Another small touch of quality in a place you normally don’t even look.
With Oxford you get quality in every place it’s needed. Hidden or not. The result is that you get a window you will love and it will do the job for you, trouble free.”
WHAT ABOUT DOWN THE SIDES?
• Sash seals airtight into jamb – WindJammer!
“What I’m going to show you now is another exclusive feature to
the Oxford window. It makes for a ‘positive’ seal between the sash and frame. We call it
a windjammer.” Make
a motion with your arms that thrusts your elbows out from your body, mimicking the way the windjammer pops into the side jamb.
“It actually seats itself into the frame when you close the sash. You get a seal like expensive wood windows when they are new. The difference is it lasts.”
In addition to the windjammer show the two strips of woolpile mylar fin.
• Have customer try section of sample.
“Come up and feel this ‘moveable’ section. It’s designed to have a memory. It has ‘give’ when you want to tilt or remove the sash...but it also has a ‘sealing’ action when you want the window to close tight.
It’s a feature that you won’t find on other windows. It’s different and it is a true energy saver.”
ASK THE QUALIFYING QUESTION:
“So far, Mr. & Mrs. Prospect how do you like the Oxford Window? Do you agree that it’s not just an ordinary window?”
[Get customer response]
Do the 1350-watt miniature furnace test on the full-sized operating sample.
The results are out-standing! The customer will be amazed. Also use the surface temperature meter to show the differences in the heat transfer between the double and triple pane sashes in you sample.
Note: point out to the customer that your sample is made with both the double and triple glass for demonstration purposes only.
“Mr. & Mrs. Prospect, I hope I did this window justice as I explained it to you. It is the finest and most advanced unit on the market today. It fits in with the total package of superior performance that we give our customers.”
“You will deal with a professional company. We’re established, tried and tested, you can believe in us.”
“We’re insured so you have peace of mind while the job is being done. Our warranties are long and strong. We’re here to service if you need us.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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