Page 67 - Oxford 10 Step Manual

Step #1 - PROGRAM I - Present the list price.
Mr. and Mrs. Prospect, as I mentioned, I am going to show you a couple of different prices. Simply stated, they are time sensitive. Let me explain Program I.
As you can see, the Retail Price or M.S.R.P. is $12,858.00.
The total investment net $12,858.00. That requires a down payment of $4,286.00, which is a third, and
that leaves $8,572.00 to be financed.
I’ve jotted down three payments and three pay plans. We have many pay plans, but this is as good a place as any to begin to figure out this part of the budget.
THIS PRICE IS GOOD FOR A FULL 12 MONTHS!
Step #2 - PROGRAM II -
As you can see on the pricing form, we also have a program with a better price. It’s that time sensitive thing. We simply ask you to make your decision a little sooner and we’ll discount the price quite a bit.
This price is good for the next 30 days.
As you can see, the retail price is still $12,858.00. And for moving up your decision a few months, there is an additional discount of 10% or $1285 that you earn.
Now, all the work as described is only $11,573.00. With an initial investment of $3857.66 we can finance $7,715.33 and work up monthly payments of 36 months @ $234, 48 months @ $181 or 60 months @ $149. Which would work better for you?
STEP 8 - PRE-CLOSE & PRICE PRESENTATION
There should be no buying pressure applied at this time. Let this price “sink-in” for a while (soak-time). They measure the value of the project to them compared to the price.
In the customer’s mind, they’re coming to terms with what they think is the right price for the project, based on what they thought, combined with what you just told them.
Whether they give an objection, simply pause or otherwise do something other than say “yes”, your job is to build the value by re-stating the benefits of doing the project.
They want the windows. It’s just that the price is higher
than they either thought it would be or want it to be. The answer to price is somewhere in the middle.
Before you go to closing, it is essential that you get any and all hidden objections out of the way.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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