Page 45 - Bristol 10 Steps 3-in-1

“I noticed on the “What do you Want’’ form that Energy Conservation was a 10 (or whatever they filled in)
on the scale of importance. You know, Mr. and Mrs. Prospect, you’re paying for new windows whether you decide to purchase new windows or not.”
“Based on the results of what you have in your home now: your losing anywhere from 300 to 360 BTUs of energy every minute of the heating season and using lots of energy in the summer to cool your home.”
“Instead of enjoying new, energy efficient, maintenance free, safety and security featured, beautiful new windows, you are paying the utility companies and you’re not enjoying a thing. New windows will save
you money, add value to your home, and provide you more free time to do fun things while you’re not doing window maintenance.”
“To consider any of the other glass offerings based on price would only mean you want to replace obsolete with obsolete. Our glass has the most advanced technology offered in the industry. It may cost a little more, but isn’t performance and quality worth it?”
“These new windows can be your best hedge against the skyrocketing energy costs that we talked about earlier.”
As another impressive test take all three pieces
of glass (single, double and double with some technology) and place them in front of the heat lamp. The BTU meter will register about 180 BTU’s.
“The result here is that even with all the competitors glass put together it still doesn’t add up to savings you will receive with Bristol’s Super Triple-E- A+ with Envirosealed BR50 Ultimate replacement windows.”
Now, do the reflection test! Have your prospects each place their hand near the lamp. Tilt the triple sample at an angle. Show how the glass makes the heat reflect itself back on to their hand.
Pittsburgh Plate Glass says that this glass... ”keeps the heat where you want it”!
“In the winter, your expensive heat stays IN! You save money on heating!
In the summer, the heat from the sun stays OUT! You save money on air conditioning!
If we can do that, and we can, you could save some serious money, couldn’t you?”
Let me ask you two questions about these four types of glass, OK?
Lay the four sample pieces side-by- side on the table and say, “which of these glass choices do you think will do the best job keeping the heat where it’s supposed to be? Forget about
the money; just think about how they worked”.
Nine out of ten times they will indicate our ‘triple pane with technology’ glass.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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