Page 69 - Oxford 10 Step Manual

Last Saturday, I went shopping with my wife. We’re in the checkout line and she asked me to run over and get two loaves of bread. When I bent to get the bread, I saw the price. I almost fainted! Two bucks and a few cents a loaf! For goodness sake, I’m told that in the old days, bread was 16 cents a loaf. Amazing how much it’s gone up.
EVERYTHING COSTS MORE TODAY! And with all the technology we have in that window, I think you will agree we have to ask that much for the window, don’t you?
Most will say yes, or something close.
So, in other words, it isn’t that $12,858.00 is too much. $12,858.00 is just more than you thought windows would cost!
After they answer, you could say.....As a working person, I understand!
Now Relax Them!
I appreciate all
the time you’ve given me tonight. I know it took longer than you thought it would take!
I hope I explained clearly that this Program II price is good for a 30 day period. Did I? Great!
Since I’m going to talk to a lot of people during this period, I will forget a lot of what we spoke of tonight.
I’d like to get your “take” on two of the budget items we spoke of, so I can write them down. In case you call, I’ll know where we are on these items.
Determine comfortable ranges for a down payment and monthly payments. If you were to go ahead with this project in the near future, is the deposit figure we talked about something that would be comfortable
STEP 8 - PRE-CLOSE & PRICE PRESENTATION
for you. I deal with lots of people and some like the numbers BIG and most like them small.
What level would fit most comfortably into your budget if you went ahead? We want you to like the windows, including the down payment.
GET AN ANSWER. YOU MAY HAVE TO HELP GET A CONCLUSION.
We are very flexible on monthly payment and terms. Again, the many people I deal with feel differently about the monthly payments. Our goal is to keep
it comfortable, so you enjoy the windows without payment pressure.
What type of payment would fit you best?
WRITE BOTH FIGURES DOWN. MAKE THEM IMPORTANT.
Now, ask the question that clears the deck for the Closing Sequence. The goal of this question is to make sure the only thing holding them back is the money.
Great window, isn’t it? Other than the costs, is there any reason you wouldn’t want to own these windows that will help lower your energy bills, operate with ease and provide lasting comfort for you and your family?
Power of Persistence
Do not pack your bags and leave at the first “No.” Without nagging or pressuring, address their reasons for stalling. Maintain the conversation flow by reminding them of the value in Oxford products. Remember the persistence of the tortoise paid off for him in his race against the hare.
END OF PRE-CLOSE
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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