Page 56 - Bristol 10 Steps 3-in-1

STEP 7- PRODUCT DEMONSTRATION
• Show the tamper-proof safety lock from the magic bag.
“This next feature is another ‘small’
thing that gives you safety with the
Bristol window you don’t get with the
cheaper vinyl windows. We call it our Safety Lock.”
“When you tilt this sash in for cleaning, it locks itself into place. Please remember that the windows in your home are larger than this sample.”
“The glass can weigh
50 or 60 pounds. Our Safety Lock system holds the glass while you clean it. If you’re not
careful with the cheaper windows, the sash pops right out and you are left with the dilemma of getting it back in....or not getting it back in! And that’s if it doesn’t land on someone’s foot! A small thing, but a BIG help on cleaning day.”
“If you check this piece out, here is how that works. This small nylon device is called a “shoe” it rides up and down in the frame.
The red part in the middle
is like a brake shoe and a brake drum.
When you tilt the sash, it turns and locks the sash into place. You clean with safety. Again, a small thing, but it’s really a
BIG thing with today’s
insulating glass. I can never understand why other windows don’t have this feature.”
• Show the pivot pin from the magic bag.
“Look at the pins that
connect the sash to the
frame. This is another
indication of “hidden”
quality. This pin is made
of an alloy called Zamek;
which is Steel, zinc and
other stuff that stops rust and oxidation.”
“The competition uses cheap pot metal rods that are a big service issue. Since no one asks them about them when they buy, it’s easy for our competitors to put something like that in the window. You, the home owner, won’t find out it’s a problem until long after your check is cashed.”
“This next feature isn’t quite as much fun, but it may be more important to you than easy cleaning.”
“After the tour we made of your windows, I think
we’d both agree that some of your locks and security devices aren’t as good as they could be. After all, these are troubled times. Remember the burglar story on how easy it is to enter through all-vinyl windows.”
“Let me show you our exclusive built-in security system. I want you to think of (now mention the windows that might be susceptible to burglary in their home).”
“For a few dollars more, we build into every window
a security system that in some ways is better than sophisticated systems for which folks pay thousands of dollars.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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