10 STEPS

Question 1

What is the name of STEP 1?

Answer 1

RE-SELL THE APPOINTMENT

Question 2

What is the purpose of STEP 1?

Answer 2

TO GET TO THE KITCHEN TABLE

Question 3

What is the name of STEP 2?

Answer 3

BECOME THE EXPERT

Question 4

What is the purpose of STEP 2?

Answer 4

TO FIND HOT BUTTONS

Question 5

What is the name of STEP 3?

Answer 5

INSPECTION

Question 6

What is the purpose of STEP 3?

Answer 6

TO CREATE URGENCY

Question 7

What is the name of STEP 4?

Answer 7

SELL THE PRODUCT vs SELL OUT THE ALTERNATIVES

Question 8

What is the purpose of STEP 4?

Answer 8

TO SELL THE PRODUCT

Question 9

What is the name of STEP 5?

Answer 9

SELL THE COMPANY STORY

Question 10

What is the purpose of STEP 5?

Answer 10

TO SELL THE COMPANY STORY

Question 11

What is the name of STEP 6?

Answer 11

JUSTIFY THE PRICE

Question 12

How to make price irrelevant (4 steps)

Answer 12

1) Explain the products
2) Pros / Cons
3) Why its more money, why the others are less
4) Knowing that new information, which would you prefer?

Question 13

What to say If you get a “Sure” on commitment?

Answer 13

“I didn’t get a firm ‘yes’. Do you have any questions or concerns?”

Question 14

2 Things we look for in appointments

Answer 14

FEEDBACK & COMMITMENTS

Question 15

What are the 5 objections?

Answer 15

1) I’ll think about it
2) 3 other estimates
3) Money
4) Procrastination
5) Never make decision 1st night

Question 16

What are all 4 commitment questions?

Answer 16

1) Do you agree these concerns need to be addressed and can no longer be ignored? (Step 3)

2) Is this the exact roofing system you want and need for your home? Is there anything you would add? anything you would take away?

3) Does the HPA Warranty give you 100% peace of mind that your investment is protected?

4) Does HPA Give you 100% peace of mind we will get your roof done correctly the 1st time?

Question 17

What is the Bridge Statement at the end of STEP 5’s (story) commitment question?

Answer 17

“Hey Let’s talk about Money!”

Question 18

What are the 5 bridge statements?

Answer 18

1) Do you have a place inside we can sit? (1-2)

2) Let’s take a look outside/ attic (2-3)

3) Let me get my samples (3-4)

4) Customers have told me that choosing the right company is sometimes more important than the product itself. (4-5)

5) Let’s talk about money (5-6)

Question 19

What are ALL the 10 STEPS

Answer 19

1) RE-SELL THE APPOINTMENT

2) BECOME THE EXPERT

3) CREATE NEED, WANT & URGENCY TO DO THE JOB

4) SELL THE PRODUCT VS SELL OUT THE ALTERNATIVES

5) SELL THE COMPANY STORY

6) JUSTIFY THE PRICE

7) SELL THE CONTRACT SPECIFICATIONS

8) PRESENT THE PRICE & TERMS

9) SELL THE OFFER OR INCENTIVE

10) POST-CLOSE / BUTTON UP FOR THE SALE

Question 20

What’s the name of STEP 7?

Answer 20

SELL THE CONTRACT SPECIFICATIONS

Question 21

What’s the name of STEP 8?

Answer 21

Present Price and Terms

Question 22

What’s the name of STEP 9?

Answer 22

INCENTIVE (Showcase Home)

Question 23

What’s the name of STEP 10?

Answer 23

POST CLOSE / BUTTON UP

Question 24

The 5 ‘MySafeFlorida’ Qualifications

Answer 24

Built with Permit 2008 or older

Insured for less than 700,000

Homestead Exemption

Site Built

Can not already have hurricane roof

Question 25

What’s the name of the Roofing System

Answer 25

Enfinity Roofing System

Question 26

What is the marketing firm that averages home improvement projects

Answer 26

ZONDA

Question 27

What is the purpose of the 10 STEPS?

Answer 27

To bring up all objections on purpose before mentioning price

Question 28

What are the two types of leads?

Answer 28

Shopper / Nebulous

Question 29

The only way to sell to a shopper is to :

Answer 29

make price irrelevant

Question 30

What is Selling 101

Answer 30

1. What it’s called
2. Features
3. Benefits

Question 31

What are 4 features about F-Wave

Answer 31

1. Withstand 150mph winds
2. Fireproof
3. Self Healing
4. Hail Resistant

Question 32

What kind of nails do we use

Answer 32

Corrugated

Question 33

How long does it take us to build a roof

Answer 33

2 days max

Question 34

What is the purpose of STEP 7?

Answer 34

To isolate the conversation down to the money

Question 35

What is the pre-close question?

Answer 35

Other than affordability, is there any other reason we did not earn your business today?

Question 36

The quick way to remember the 4 commitment questions:

Answer 36

Concerns
Exact
Warranty
1st Time

Question 37

Define ‘HOT BUTTONS’

Answer 37

Reasons they will buy

Question 38

Quick 10 ways to remember steps

Answer 38

1. APPOINTMENT
2. SURVEY
3. INSPECTION
4. PRODUCT
5. STORY
6. JUSTIFY PRICE
7. CONTRACT
8. PRICE & TERMS
9. SHOWCASE
10. BUTTON UP

Question 39

What 2 terms do you always use in a product demo

Answer 39

NEW TECHNOLOGY

SUPER AFFORDABLE

Question 40

What 3 things do you talk about to prove integrity

Answer 40

Construction License
General Liability Insurance
Workman’s Comp Insurance

Question 41

The enthusiasm you bring will…

Answer 41

…transfer to the homeowner

Question 42

Quid Pro Quo is in which step?

Answer 42

STEP 9 - SHOWCASE HOME

Question 43

What are the 6 steps on How to T.O.?

Answer 43

1. Text Par amount to T.O. Manager
2. Call
3. Introduce Customers
4. Problems
5. What they loved
6. Ask if they qualify for HOME SHOWCASE and tell him the YEAR LONG RETAIL PRICE.