Page 43 - Bristol 10 Steps 2-in-1

STEP 6 --
GLASS ALTERNATIVES
4. Turn on lamp and position BTU meter by moving either closer to farther away from the heat lamp until you get a reading of 400 BTUs (this indicates a starting point).
5. Put the single glass piece on top of the
heat lamp and ask the customer if they can feel anything coming through. Get the customer’s comment. “This is
why you will have a $_____.___ fuel bill over the next 10 years!”
8. Put the double glass clear piece in front of the heat lamp and ask the customer if they can feel any- thing coming through. Not much better is it?
9. The double insulated piece will read approximately 320 BTUs. (Remember to repeat the process you used for single glass - having the prospects read the meter and write it down.)
Be sure to comment to the customer that this is the glass sold by all those companies that focus on low price. You can get 10 windows put in with this glass for any where from $3,000 to $6,000.
“A smooth talking salesman comes into your home and puts a lighter under the glass and you can’t feel anything. He claims that proves their cheap glass is as good as better stuff that costs more money. You can see that the meter has moved to 320 BTUs... which means this glass technology is 20% effective. But
that means it is still 80% ineffective, right? I think your common sense as well as your hand tells you that the kind of heat you pay for monthly goes right through that double glass clear, doesn’t it? Not much difference at all, is there? “
10. Take the single pane sample and place it next to the double pane In front of the lamp. “Let’s put a storm window on it and make it triple glass. But remember, there’s no technology - just glass.”
“Amazing! Isn’t it? The heat comes right through the three pieces of glass the same as if it was single. You see, Mr. & Mrs. Prospect, without technology, glass alone will not save you money. Not even three pieces of glass.” (Check out the meter and record it.)
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”
6. Place the single insulated glass in one of the slots in the extended platform.
The meter for single glass will
read approximately 360 BTU. This
signifies how many BTUs of energy
are escaping right through the glass.
Have the prospect put hand on side
of glass closest to BTU meter to feel
how much heat is moving through
the glass. They will tell you that they
feel a lot/ ‘it’s hot”, so you explain that represents the heating dollars going right out the window.
“So Single glass does have an affect on your heating bills. You can see that the meter went from 400 BTUs to 360 BTUs... a 10% improvement! But that means that your single glass windows are still 90% inefficient, right?”
7. You want the prospects undivided attention during this glass presentation. Have them both interact with you by having one read the meter and the other writing down the results (the BTUs). Have both feel the heat passing through the glass.
THIS IS YOUR GLASS! No wonder your bills are so high!
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps. 46