LDP Full Script Flashcards
Review Project Scope, Features, Benefits
“Is that everything we discussed?”
“Is there anything you want to change?”
“Did I leave anything out?”
Show Proposal and Pricing
“Your entire investment amount is only 20,123….”
“This amount is guaranteed for a full year, which means if we have any increases in the next year, this amount will still be honored during that year. Everything you selected, as well as that investment amount, are saved in our system. So whenever you are ready to get on the calendar, you can simply just let us know.”
Cash Or Finance
“I have included two our most common investment options. For our cash buyers, we do ask for half down at the time of order and the other half due at completion. By far our most common option is our Easy Budget Plan, which is only 331 per month. Is this something you would typically pay cash for or do you usually finance a project like this?”
Obtain a Value Commitment to 1-Year Price
“Great! Do you have any questions for me about the project or the overall investment?”
“In your opinions is the investment amount fair and do you feel like what we’ve put together is worth every penny of the investment?”
Show 30-Day Promotion & Payment Option
“Great, I think this will matter to you then. Remember earlier I mentioned to you that we had some promotions?”
“We are currently running a promotion that is good for the next 30 days. Most people I know like to get things when they are on sale, so if you think you could decide on the project within the next 30 days, one way or another, this will matter to you.”
“Do you think you will know in the next month whether you’re going to move forward?”
“Glad to hear that. Let me get that set up for you. Alright, so the promotion takes $3,018 off the investment and reduces the overall amount to 17,105.”
“The promotion will run for 30 days. This will also reduce that monthly investment amount from 331 to only 282.”
“When you are ready to move forward with the project, does the 282 a month fit in your budget?”
Close on the 30-Day Price
“So when you are ready to do this, 282 per month is comfortable to you? It isn’t going to take food off your table or clothes off your back?”
Establish Decision Timing
“Great! Now, before I leave, I’m just curious, not asking you for a promise or anything, but on a scale of 1-100%, what do you think the chances that you’ll make a decision to move forward with the project here in the next 30 days is?”
“That’s great! I’d certainly prefer a 100, but that really positive!”
“So, it sounds like you trust us and believe that we would do a great job for you whether you did business with us or not. Now, could I ask a favor?”
“Whenever you guys do make a decision, do you mind letting me know good or bad? Just helps me know that I don’t need to follow up.”
“Thank you! Out of curiosity… how much time do you think you’ll need to make that decision?”
“Oh, wow, that soon?!
If you guys think that you will now that quickly, I actually do have another promotion that may interest you.”
Explain & Deliver the Initial Visit Discount
“If you were to make a decision that saved my company money, should we pocket it or give it to you?”
“Basically, they pay me to come out and see you. I see between 2 and 3 homeowners every day and a good number of the people I see want to move forward when we first meet because they are ready to go and love what we put together. Of course, a few people may need another visit or two before we do business. We’ll come out as many times as it takes to earn your business, for sure. But, when we set our pricing, we do account for those times we have to go back. So anytime someone tells me they are ready to go forward, we can discount them the amount we had budgeted for those extra visits.”
“Now, I would never make the decision to move forward on a project only because it’s cheaper that day. But, you’ve already told me that we are the type of company you wanted to do business with and we designed a beautiful bathroom together that has unbeatable lifetime labor and material warranties backing the work. Moving forward and getting a discount is just icing on the cake.”
“Here is that discount. As you can see, your total investment has changed to 15,395 after both the 30-day discount and the initial visit discount and I was able to get the payment plan down to only 253 per month, much lower than the 282 you said would be comfortable.”
Ask For Business
“So, if you’d like to get pre-approved for the 253, all’s I’ll need is your driver’s license and we can get the project started.”
Welcome to the Family!
