Closing the Sale

Question 1

INVESTMENT REVIEW

Present and review the prep work before price presentation.

Question 2

PRESENT PRICE

Answer 2

I’ve prepared 2 pricing for you.
The priority windows that you called me for, which would be 3, bringing you $128 a month. Now, this is the pricing for your wish list, which brings you to $256 per month.

1. Now, WHEN you ARE ready to do this, WHICH of these 2 options would make sense to you?
2. HOW would you fund this project?
3. Do you want to see if you qualify?

> I will email you this quote, but before I do so; MAY I ASK YOU A FEW QUESTIONS

Question 3

GET A PRICE

Answer 3

1, HOW do you feel about the initial investment?

2. WHY do you feel this way?
3. WHAT did you expect it would cost?
   - I understand that perhaps I’m the first one here.. but if you DID know,..

Question 4

RAISE THE PRICE

Answer 4

1. Did you KNOW anything about windows before I came here today?
2. Did you LEARN more about windows and is more informed and confident about choosing the right windows for your home?
3. Do you THINK that with everything we do, we would be $XXX; or did you think we would be MORE?
4. After seeing everything we do, WHAT did you expect us to be?
5. Had it been $XXX, which it would never be, would it had been a no-brainer for us to move forward?
   (Okay, - I would hope so, I just didn’t want to assume. And by the way is this because that is the budget for your project?)

Question 5

CONFIRM VALUE

- Is this, would we, worth and willingness pay

Answer 5

1. Price and payment aside, is this the window you want in your home?
2. Ideally, would we be the company you want to work with?
3. I know you are not prepared to pay $Y, but do you feel it’s worth $Y even though you are not willing to pay?

Question 6

TOC (TOTAL OFFER CONCEPT) I

• big price tag
• own home case study
• break down the jobs v
• itemise features and cost
• if there is value

Answer 6

I understand, it is a big price tag. When I first started training, I was just as baffled as you are. I was using our application to build windows for my own house, I almost fell out of my chair, just like you. It was way more than I expected. I went back into work, and asked them,. Hey what’s going on? Why is this so much more than what’s out there in the market? Is it just the whole branding and marketing that goes into this? Initially that was what I thought.So I would like to share with you what I’ve learnt.

They broke down the jobs for me and showed me IN ANY JOB what our FEATURES represent.

So, I’m going to share with you and let’s break down your project and ITEMiSE those FEATURES you can see what they COST, and then hopefully, you use that as you’re shopping and you’ll determine yourself if there is value there or not, and if you want to do it or not. Fair enough?

Question 7

TOC 2
(Find 3 elements that is important)

Answer 7

So, if you could see on the chart, you’ll see it’s broken up on the left here and it shows 60% of what we would consider a standard window job, which includes all the bare necessities, and you would NOT want to go with less than that. If we are not the answer for you, please don’t go anything less than that.

On the right are all the exclusive features we provide, and I’m going to show you what it cost in any job that we do.

> Fibrex - As you can see, Fibrex represents 15% in any job that we do. If fibrex is WHAT you want, this is what it costs.
(If fibrex is not what you want, that is easy, why would you pay for it?)

> Low E4- The Low E glass, that is 8%, is keeping the heat where it should be, thus lowering your energy bills.

> Installation & Services- We invest hundreds and thousands of dollars annually in our teams, whether it is keeping us up to certifications and code, health and safety work practices, covid regulations. This brings us to 6% of the

Summary:
You can get this job done for less, but you can’t get it done this WAY for less.

Question 8

BRIDGE TO DROP

Answer 8

1. Realistically, are we still a consideration?
2. How long do you think it would take for you to make a decision on this project?
3. Wow, that soon. So if you recall, we have a 15-day price promotion that you would qualify for.
4. This would give you 10% of your total price, reducing you to XXX.’ But i understand that you have showed me the discount flyer which is the National promo. We can plug these 2 options in and see what’s the best for you.
5. If you are able to FINALISE everything with me within the next few days, we are able to REDUCE this price and give you a savings by 10%, as a thank you for having me with you today.

Question 9

15- DAY OFFER

Answer 9

Are you comfortable with this 15-day pricing?