Page 7 - Oxford 10 Step Manual

Make sure you have all your tools:
It is said that “you cannot sell from an empty wagon”. In this business, this means you can’t sell without a full complement of sales aids and tools.
Don’t take the following items for granted – they are all needed and all have a certain level of importance.
• Maps & Directories
• Flashlight
• Pen and paper
• Calculator
• Good Tape Measure
• All your forms. Measuring, Contracts, etc.
• Photo Album
• Clean Window Sample
• Complete Parts Kit
• Extra items like radiant heater, hair dryer for warm
the vinyl test, yard signs, magic bag
• Clean organized pitch book
• Product literature
• Sliding Door & Steel Door Kits
• Camera for before pictures
The look and
feel of the neighborhood can give you a
basis for selling the concept of “keeping up with the Jones”.
STEP 1 – Lead Handling and Entry
CHECK OUT THE NEIGHBORHOOD
Check it out for signs of recent work. Is it well kept or not? Do all the houses look alike?
When the houses all look alike, it’s a nice “twist” to suggest a bow or bay or new door to make this home stand out from the pack.
BE ON TIME! It insults a prospect when you are late. CHECK OUT THE PROSPECTS’ HOUSE
R.V. in the driveway means they like vacation time and travel. No maintenance windows will help they achieve just that. An R.V. can also mean them aren’t afraid to spend some big
bucks on something they want. A new one might mean they still have payments.
Their car, model and
age, can tell you about
the prospects’ attitude on quality and wanting new things.
You can use the car later in your presentation to make an investment in windows a good thing.
Cars become worthless quickly. 74% of a window/door investment immediately goes to equity..and grows with inflation.
Children’s toys let you know that security and safety is important.
Swimming pool, siding or other home improvements let you know this customer buys things they want and they believe in keeping up their home.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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