Page 53 - Bristol 10 Steps 2-in-1

STEP 7-
PRODUCT DEMONSTRATION
INTRODUCE THE MAGIC BAG:
This is the first of many opportunities to use this very powerful bag of sales aids.
“It’s a touch of technology and quality you don’t find in cheap windows. We don’t see how you can put a window in without them, and
expect it to operate correctly
and “really” seal tightly.”
Now turn your sample to give the customer a full view of how it will look on the inside of their home.
“Mr. & Mrs. Prospect, isn’t this
a great looking window? Bristol
has definitely combined beauty
with superior quality and design. I will be taking parts from this magic bag and explain each one as we go along.
“Take the balance cover. It protects and looks good.”
“This cover might seem like a small thing but it has a big responsibility.”
“First of all, we think it looks nicer to cover the steel balance mechanism inside the frame. Cheaper windows just leave it showing.
Secondly, it protects that mechanism from collecting dirt and moisture. It makes the
balancing system work longer
and easier. Another touch of
Bristol quality!”
Check out this easy-lift balance system.
“Come over and see how easily the sash moves up and down in a BRISTOL triple glass window. Isn’t that amazing?
When introducing the magic bag to the customer, you could say the following:
“Mr. & Mrs. Prospect, the cheap window companies are smart. Since they want you to buy their stuff, they take their quality away from the places you can’t see. Doesn’t that make sense?”
At Bristol we put quality everywhere!
“Even in the areas a customer never gets a chance
to look at. This little bag holds some of those high quality features. I’ll point them out as we go along. Our competition never shows you how they handle the parts you can not see. They keep it “in the bag”, if you will, because they are not proud of what you can not see.”
NOW TURN THE WINDOW TO SHOW THE SIDE:
• Show alignment clips from magic bag.
“Two galvanized steel screws are tough and durable. They will last. They won’t rust or oxidize and give us the adjust ability we need. This plate is exclusively designed for our window. This alignment device allows us to put a perfectly square window into the opening in a home that’s no longer square.”
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps. 56