Full Script For Windows Flashcards
1) PreWork
Look up jones in the are in RForce Look up the address on Google Earth Use visualizer to come up with designs Have black windows on the house ready for them to look at. Have 3 options ready before you arrive
2) Pre-Work pt 2 visit a referral
Go to one of the customers about 30 mins before the appt.
- What is the biggest difference you feel?
- How did you feel about the initial investment?
- If you had to do it again, would you?
- Do you know “____” down the street?
- If they have questions, would you mind if they contact you?
Ask if they would like to be a referral
4) Meet and Greet pt 2
What did my office say this visit would look like?
Yes, but first I want to see if what you had in mind is even possible, and if it is, I will give you a quote in writing that is good for a year.
We also have promotions running, one that is good for up to 15 days, and the other is a buy today and save program. If you are familiar with any of our ads it is known as the instant product rewards so you might be familiar with that already.
If I can help you, Great! If not, you still get the price in writing that’s good for a year, and I’ll still be able to help guide you in the right direction so you have all the right information.
All I ask is that you are with me the entire time I am here, because I want to know what is important to you and I have a wealth of information I want to share with you in return. Is that fair?
5) Bring up the Referral and other compliments about the home, go into needs assessment, transition to the kitchen. Bust out catalog / promos including IPad.
Be genuine
6) The Needs Assessment
Ask at least 15 - 16 questions be genuine and ask follow up questions
6) Upsell
I see in my notes that you have about 5 windows you are interested in, but there are about 15-20 windows in the home, is that correct?
Why do you think those 5 windows failed and the rest of them didn’t?
As part of our free service, we do an evaluation of all the windows. Today I’ll be able to forecast so you have an idea of the lifespan of those windows.
(Talk about their current issues)
Mr. ___ based on what you told me, most of these problems are felt from inside the home, but emanate from the outside.
When was the last time you walked around the outside of your home and did a full inspection of the property?
I am going outside. If there is something that I find that should be brought to your attention, I will knock on the door or window to get your attention to joint me. Is that fair?
7) Inspection Outside
Windows painted shut?
Do you see signs of wood rot?
Do you see seal failure?
Look at caulking
What do you think is happening when it rains?What happens when the snow melts? Where does the moisture go? What happens to the wood when it gets hit with water and moisture?
We know this gap didn’t happen overnight. The least expensive window to replace is the one that is not leaking yet. Once it is leaking, the additional damage to the wall can be thousands of dollars.
Has anyone brought this to your attention? Why not?
Knock on the door and show them.
How long has this been going on?
Why do you think those 5 units failed?
8) Inspection Inside
Let them enter the room first
Ask to touch or put anything down
Inspect the window first and take notes before taking measurements
Ask the HO to open and close the windows and take notes
Ask again, what it is like when it is winter and cold? When it is summer and hot?
Use the screwdriver on the bottom for the wooden windows to test if its rotted.
Use the heat lamp on several windows.
Talk about design and have conversation in each room.
Ask if is okay to turn off the lights
9) Reveal - At table
Review each room by room
Go over heat lamp numbers
Also review windows needed and/or chosen.
In “Sally’s” room we noticed “x”
You mentioned “y” was a problem earlier
The draft coming in from this area was the cause of it being cold in the winter
10) Get a commitment
___ can we agree you have a problem that needs to be addressed? (Ask if feedback is needed from 2nd party)
If we leave it alone, can we agree that there will be problems?
We are going to look at the promotions going on, which includes the Black Friday promotion, and the one for 15 days as well as the Instant product rewards.
Remember when we talked about the promotions and there was a national one and regional one? We have what is called our “relief package”. Based on what we are looking at, let me show you this.
Normally for a large job we offer 6.99, but right now it is 4.99 this is part of our instant product rewards.
The Get started plan is for 1-3 units with 9.99 up to 96 months or 0% up to 6 months.
The smart Choice Plan for 4-12 units with 6.99% up to 120 months or 0% up to 12 months.
The Most popular plan for 13 or more units with 4.99% up to 120 months or 0% up to 18 months.
Don’t worry, we can make it affordable. The good news is we can do an entire house for about the price of a cable bill
11) State the Agenda - Yes/No/ Maybe
Mr and Mrs, here is what happens next. I am going to play a video for you while I go outside and grab my samples, so you can touch and feel them. When I come back inside, I am not only going to show you what we have to offer, but I will also show you the most popular products on the market so that you can make an educated decision today.
When I am done with the presentation, if you love everything and believe that RBA is the right solution, all you have to do is say “yes” and I’ll welcome you the RBA family and you will be welcomed with all of the instant product rewards that are due to you. If for any reason, you don’t believe Renewal is the right answer, just tell me no. The one thing that I would ask you is don’t tell me “maybe”. Maybe drives me crazy and I’ll tell you why. Usually when someone tells me maybe, what they really want to say is no, but they are trying to be nice. Understand, I am a professional, I can take a no as well as I can take a yes. If in the end you love it and want to go ahead, we will do that. If it is a no, we can part as friends, is that fair?
Okay, when I am coming back to the house, would you like me to knock, ring the
12) Presentation - Let’s go shopping
We are selling products to solve their problems.
Old wood vs new wood
Aluminum clad - patented in 1955 rejected in 1958 released in 1959
Andersen patented Vinyle in 1959. Spent 7 years and $35 million and installed ZERO. Very big thermal expansion. Vinyl siding will expand 2” for every 10 feet.
3) Meet and Greet
Hi! My name is Rachel and I’m your Design Consultant with Renewal by Andersen! Thank you for taking the time to meet with me today! I really appreciate it. Before you invited me I just wanted to let you know that I am wearing a new mask and shoe covers. I’ll also make sure to disinfect everything before we touch it, is that okay with you?
