Page 61 - Bristol 10 Steps 2-in-1

STEP 7-
PRODUCT DEMONSTRATION
Do the 1350-watt miniature furnace test on the full- sized operating sample.
The results are out- standing! The customer will be amazed. Also use the surface temperature meter to show the differences in the heat transfer between the double and triple pane sashes in you sample.
Note: point out to the customer that your sample is made with both the double and triple glass for demonstration purposes only.
“Mr. & Mrs. Prospect, I hope I did this window justice as I explained it to you. It is the finest and most advanced unit on the market today. It fits in with the total package of superior performance that we give our customers.”
“You will deal with a professional company. We’re established, tried and tested, you can believe in us.”
“We’re insured so you have peace of mind while the job is being done. Our warranties are long and strong. We’re here to service if you need us.”
“All of our sales staff and technicians are employees of the company and are factory trained. They are specialists in windows and doors.”
“Our products are worth the price. We build quality through and through, inside and out. This design and American-made craftsmanship will assure you a problem-free window that will perform a lifetime.
BRISTOL costs a few dollars more but for what you get, it’s worth it!”
“Wouldn’t you agree that these things are just what you’re looking for in a window company? Quality and Company Reputation means a lot these days.”
Now your job is to get the customer to do two things: 1) Agree this is a fantastic window.
2) Ask, how much?
While you’re figuring out the price, fill the time for the customer by letting them look at the photo album again - specifically point out the door section.
If the customer expressed an interest in doors, earlier, the photos are a must.
Some Other Outstanding Features You should learn to point out:
Explain why mechanical frame is better than welded
Different colors available – Solar Reflective Exterior Colors that match the door colors
Block and Tackle balance system
Numerous sizes and styles - Be sure to show bays, bows, gardens and other style photos.
Explain Warranty and Transferability – Let customer look at warranty
Show the 50 year Security Warranty Show the 30-Day money back Guarantee
Show the Manufacturer’s Certificate that get’s them the Federal Tax Credits for buying energy efficient products
Explain that all windows and doors purchased are made from the same company and will be shipped
together.
End of Product Demo
Knowledge Is A Valuable Tool!
The sale is the natural conclusion to the successful completion of these ten steps. 64