Page 65 - Oxford 10 Step Manual

With this step, the process of getting the order TONIGHT begins!
Combined with the next-step, The Closing Sequence, the process includes:
Getting the retail price on the table. Use the three- price form.
STEP 8 - PRE-CLOSE & PRICE PRESENTATION
All of the windows will include the Triple Glass, with multiple layers of Solar-ban 60 and the Delta-8 dense gas mixture.
All of the locking systems, vent locks, custom trim covers for the outside casings and the fiberglass wrap are also included.
The installation will
be complete as I
described it and will
include clean-up
and haul away of all
old windows and job-related debris.
The prices I quote include all taxes, warranties, permits, etc. There are no extra charges to come later.
Did I forget anything?
(This is an essential question)
(Before disclosing the price form and the numbers)
At this time, ask the following question:
Mr. & Mrs. Prospect, are they any concerns other than price that would stop us from doing business together?
Be sure the customer responds with “Everything looks great”.
Measure the impact of the price on the prospect.
Work out budget issues.
Answer all objections other than price.
Create urgency, using the Time-Management Discount.
Full Disclosure Pricing
PROGRAM ONE – Price protection for 6 months
Retail Price ...................................................$_______________ Amount To Be Financed:
Referral Fees..................................................$_______________ Total Net Investment .....................................$_______________ Deposit...........................................................$_______________
$ __________________ 36 @ $______________ 48 @ $______________ 60 @ $______________
PROGRAM TWO – Price protection for 30 days
Retail Price ....................................................$_______________ Referral Fees .................................................$_______________ Advertising Discount ....................................$_______________ Other .............................................................$_______________ TOTAL DISCOUNTS .................................$_______________ Total Net Investment .....................................$_______________ Deposit .......................................................... $_______________
Amount To Be Financed:
$ __________________
36 @ $_____________ 48 @ $_____________ 60 @ $_____________
PROGRAM THREE – Initial visit discount included
Retail Price ....................................................$_______________ Referral Fees .................................................$_______________ Advertising Discount ....................................$_______________ Other ............................................................. $_______________ Initial Visit Discount ...................................... $ _______________ TOTAL DISCOUNTS .................................$_______________ Total Net Investment .....................................$_______________ Deposit .......................................................... $_______________
Amount To Be Financed:
$ ___________________
36 @ $_____________ 48 @ $_____________ 60 @ $_____________
These price programs ARE TIME SENSITIVE! That is, the quicker you can give us a positive decision, the bigger the discount we offer. We trade a substantial amount of money for a few days or weeks.
We do it because it allows us to visit more people and by increasing our NEW homeowner visits, we are able to write more business. It is a win/win.
We get more business and we share with you a better price!
Re-emphasize NEED & VALUE prior to disclosing the actual price.
Explain URGENCY discounts clearly!
This step requires that you have patience and
know the words you need to say.
All of the steps prior to this will have made the prospect want your window. The prospect has agreed they NEED the windows. They see the VALUE of the window. This step combines want, need and value into an order tonight!
The Pre-Close step works out all the “peripheral” issues. The next step, The Closing Sequence, creates the urgency.
EXPLAIN THE ENTIRE JOB IN DETAIL
Example: These prices include the installation of all of the windows I measured tonight.
These windows are all Oxford, the exclusive reinforced frame material from Oxford.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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