Page 55 - Bristol 10 Steps 3-in-1

STEP 7-
PRODUCT DEMONSTRATION
“There are two on each sash to promote easy opening and closing. Sometimes the cheap window companies forget that in most houses, the top of the window is pretty high off the ground. Our handles make our window easy to operate.”
“The ‘depth’ of the gripping area makes it easy for you to move the window. Even folks with a little arthritis in their hands can operate this window with ease.”
“Our handle is fastened into the reinforcement, even though the screws don’t show. This represents another touch of quality in our BRISTOL windows.”
“The entire locking and lifting system is designed to give you true security with problem-free performance.”
Now I want to show you a feature of the Bristol window that was especially designed for whoever does the window cleaning in your home.
“Before I show this beautiful feature to you, let me remind you of how you presently clean your windows!
• You clean the inside and then... how do you get the outside? It’s tough and I really hate to bring up such a gruesome topic.
• You either sit on the sills and “hang-out” or you climb ladders that are dangerous.
• How about those windows that are painted shut?
• How about the storm windows? With them you have eight surfaces to clean. That’s a job you’d like to get rid of, isn’t it?”
Note: Be sure the window is ready for the customer to easily tilt it in. It must be open three inches. Hold the sample case securely.
“Mr. & Mrs. Prospect, who cleans the windows in your home? I have some real good news for you. Bristol has developed a revolutionary and easy way to tilt and clean your windows, even if you’re not real big or strong.”
Let me explain. (It’s always better if you link this pitch with actual problems that live in their home)
• Show how Q-IV Lock operates
“It’s a breeze to unlock the sash and bring it into the house for easy cleaning.”
Raise the sash 3 inches and gently pull forward.
“Wow! Isn’t that just awesome? Come on up here and try it!”
(After they try the tilt operation, you might say...)
“Mr.& Mrs.
Prospect, most
folks decide to
buy this fantastic
window because
it pays for itself in
energy savings,
but let me share
something with
you. When I go
back three or
four months after the installation, one of the things my customers like most is the super-easy tilt and clean feature.”
“How do you like it? Can’t you see life getting better on window cleaning day? If you’re like me, you have better things to do than do penance by window cleaning.
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps. 59
2017