Page 60 - Bristol 10 Steps 2-in-1

1. First, there is a wool-pile gasket backed with MYLAR, the same material that makes space- age energy blankets used by EMTs and skiers, inside on both sides of the channel. Cheaper windows use only one or NONE.
2. Let me show you why this saves you so much money. Take handle and tilt latch from magic bag and lay on top of top horizontal rail of top sash. Raise the sash to show gap that they create that in turn lets air come in around sash.
STEP 7- PRODUCT DEMONSTRATION
• Sash seals airtight into jamb – WindJammer!
“What I’m going to show you now is another exclusive feature to the BRISTOL window. It makes for a ‘positive’ seal between the sash and frame. We call
it a windjammer.” Make a motion with your arms that thrusts your elbows out from your body, mimicking the way the windjammer pops into the side jamb.
“It actually seats itself into
the frame when you close the sash. You get a seal like expensive wood windows when they are new. The difference is it lasts.”
In addition to the windjammer show the two strips of woolpile mylar fin.
• Have customer try section of sample.
“Come up and feel this ‘moveable’ section. It’s designed to have a memory. It has ‘give’ when you want to tilt or remove the sash...but it also has a ‘sealing’ action when you want the window to close tight.
It’s a feature that you won’t find on other windows. It’s different and it is a true energy saver.”
ASK THE QUALIFYING QUESTION:
“So far, Mr. & Mrs. Prospect how do you like the BRISTOL Window? Do you agree that it’s not just an ordinary window?”
[Get customer response]
without any additional support.
Insert the section of sash rail from your demo kit into the channel to prove the point. The channel should hold the piece in place
“Another small touch of quality in a place you normally don’t even look.
With BRISTOL you get quality in every place it’s needed. Hidden or not. The result is that you get a window you will love and it will do the job for you, trouble free.”
WHAT ABOUT DOWN THE SIDES?
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps.
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