Inspired Sale - Inspection Video & Measuring Flashcards

1
Q

How do you determine the BIG message in the inspection video?

a) The BIG message is what will cost the most to fix

b) The BIG message is a safety concern with the floor

c) The BIG message is what I determine it to be. After all, I am the expert

d) The BIG message is what was most important to the customer

A

d) The BIG message is what was most important to the customer

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2
Q

When filming the inspection video

a) Talk to the customer – “Mr. Smith, you said that you were most concerned…”

b) Talk about the customer – “I am with Mr. Smith. He told me…”

A

a) Talk to the customer – “Mr. Smith, you said that you were most concerned…”

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3
Q

It is mandatory to do an inspection video on every appointment

a) Yes. The powerful people at Floor Coverings International, heads of state, and paramilitary organizations will come after me if I do not do it.

b) No. The inspection video is a sales tactic to help you build credibility, drive urgency, and increase the odds of a one call close. It is a good idea, but not mandatory.

A

b) No. The inspection video is a sales tactic to help you build credibility, drive urgency, and increase the odds of a one call close. It is a good idea, but not mandatory.

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4
Q

How long should the inspection video be?

a) 45 to 90 seconds

b) 10 seconds or less

c) As long as it takes to wander the whole house

A

a) 45 to 90 seconds

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5
Q

True or False: The inspection video needs to show the whole space that is being measured

A

False, it just needs to show the small & big issue areas

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6
Q

The goal of measuring a house is to:

a) Determine the square footage needed to complete the flooring project

b) Recreate blueprints so my installer could rebuild the house if needed

c) Estimate the square footage of a home within plus or minus 2 sq ft.

A

a) Determine the square footage needed to complete the flooring project

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7
Q

What is the typical price gap that you would like to see between each of your options?

a) 5-10% gap

b) 20-25% gap

c) 50-60% gap

A

b) 20-25% gap

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8
Q

Which of the following could be a reasonable strategy for developing options (pick all that apply)

a)
Option 1 – Hardwood with and Area Rug
Option 2 – Hardwood without the area rug
Option 3 – Laminate, no area rug, and the customer will move their own furniture.

b)
Option 1 – Hardwood
Option 2 – LVP
Option 3 – Laminate

c)
Option 1 – Whole House
Option 2 – Just the second story
Option 3 – Only the master bedroom

d)
Option 1 – PG3
Option 2 – PG2
Option 3 – PG1

A

ALL!

a)
Option 1 – Hardwood with and Area Rug
Option 2 – Hardwood without the area rug
Option 3 – Laminate, no area rug, and the customer will move their own furniture.

b)
Option 1 – Hardwood
Option 2 – LVP
Option 3 – Laminate

c)
Option 1 – Whole House
Option 2 – Just the second story
Option 3 – Only the master bedroom

d)
Option 1 – PG3
Option 2 – PG2
Option 3 – PG1

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9
Q

How many sample boards would you normally select for the customer for your Option 1

a) 1-2 boards

b) 3-4 boards

c) 5-6 boards

d) Take the customer to the van and let them choose from there.

A

b) 3-4 boards

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10
Q

How many sample boards would you normally select for the customer for your Option 2

a) 1-2 boards

b) 2-3 boards

c) 3-4 boards

d) 5-6 boards

A

b) 2-3 boards

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11
Q

How many sample boards would you normally select for the customer for your Option 3

a) 1-2 boards

b) 3-4 boards

c) 5-6 boards

d) If I am on option 3, I have already wasted too much time in this house. Just pick something so I can go home.

A

a) 1-2 boards

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