Page 44 - Bristol 10 Steps 3-in-1

STEP 6 -- GLASS ALTERNATIVES
11. Put the double glass with low-e piece in front of the heat lamp and ask the customer if they can feel anything coming through. Now you can see some improvement. (The meter will read around 300 BTU.) Again reinforce to the customer that this isn’t much better.
“This is what other companies sell that are trying to do something good for you. It does “bump-up the cost” quite a bit but it should cut your energy costs over your single-pane windows. You can see that the meter Is now showing a 25% efficiency in BTUs, or about 15% better than single glass. But that means that, even with my competition’s ‘best’ technology, you still get a window that is 75% ineffective!”
In addition to your glass demo you should be price conditioning along the way. Ask the prospect(s) what he/she would expect to pay for each of the tested glass options. Tell them when they aren’t certain.
ie. Double insulated glass approximately $375.00 - $500.00 installed
Low-e insulated glass approximately $475.00 - $700.00 installed
Then say: “Just because they added some technology, is it truly worth a couple of hundred dollars more? It only provides a savings of about 20 BTUs of energy.” (get answer before moving on)
12. You now show them that our super glass package is far superior to the rest of the competition. This part is very dramatic and mesmerizing to the prospect.
While removing previous glass and placing our glass sample you should be saying: “our triple-pane with four coats of PPG Soft-Coat low-e filled with our very own Alpha-10 gas mixture of 10 gases and sealed with a warm edge Envirosealed BR50 spacer system is the best technology and insulated glass available today!” (do the meter reading and recording again). You will
find that the meter will register approximately 40 BTUs (outstanding) and the prospect when placing their hand in front of the glass feels NOTHING! Ask the prospect: “Can you feel the difference?”
Get answer: Yes!
“AMAZING! Wouldn’t
you agree that this is
the type of glass you
want protecting you and
your home? Our glass Is
90% effective at keeping
the BTUs from passing
through... and taking your energy dollars with It!”
Refer to the survey you had the homeowners take earlier.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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