NEPQ Flashcards
personalised intro
Oh I apologise if I offended you, what I do is you know how
most people have had installation installed about 10, 15, 20, plus years ago. Sometimes that insulation can fail, and further problems can irrupt.
What I do is I help people like that by doing various different checks within the loft space to uncover any potential issues.
Have you ever had an expert survey your loft before?
connecting stage
What was it that they told you over the phone that I was coming here to do?
Status Frame
Now this meeting is pretty basic, it’s really more for us to find out about what you’re using now, the condition that it’s in and if it’s still effective, to see if you are even needing help or not.
and Do you have any concerns about anything in your home?
situation questions
What are you using now for insulation?
How long have you been using that insulation for?
Have you ever had any work done in the loft?
Have you ever had issues with leaks?
Have you ever applied for an energy performance certificate? To give me a rough idea of what it is, How much are you spending each month on your energy bills?
problem awareness
Do you like the results you’re getting from your insulation now?
no- what don’t you like about it?
yes- what do you like about it?
so it sounds to me like things are going 100% perfect for you. is there anything you would change about the performance of it if you… if you could?
2nd half of problem awareness
Ok well let’s do this, just so I can see the rationale behind why you might be looking for a solution.
But besides…… lowering energy bills and stopping condensation. what’s the main reason why you might be looking for a change….. Rather than..? Just keep paying these rate hikes and let the condensation get even worse?
Hot Button
“Based on what I’ve shown you,
what issues do you feel… are the most important to be solved?
ok so [hot button] is important to you then?
solution awareness
insert hot button
Let’s pretend that we were able to lower your heating bill and stop condensation at the same time… what ways would that benefit… you the most?
prob/clarify. (Dig deep) if you don’t you want make the sale. DON’T BE AFRAID!
consequence question
“Now let’s say you don’t do anything about it and push it down the road, what do you feel like will happen if you let things continue how they currently are?”
And if that was to happen… how would that make you feel?
Is that something you would settle for?
ok , possibly… time for a.. Change.. then?
Qualifying questions
How important is it for you to stop this condensation and get rid of this mould?
Transition Formula
Based on what you told me……what we are doing could/would actually work for you…..
Because you know how you said…you wanted to decrease your energy bills, stop condensation and get rid of all the mould, and prevent your roof from collapsing
And because of that it’s making you feel…I think you mentioned a little bit…concerned
presentation
Pillar one
One of the biggest problems that people have when we survey their lofts is the exact same problems that you have.. Their insulation also has too much moisture in it which causes lot’s of unrealised heat loss which leads to higher heating bills.
So the way we solve that for our clients like you…. is we Install a improved type of insulation type of insulation, called open-cell spray foam.
And what that means for you is…… that all of that heat loss you’re currently getting will dramatically drop as the thermal rating is almost double to what you are currently using which means that you will notice a massive difference in heat retention, especially in winter times. which will decrease your heating bill.
How do you see that benefiting you?
Pillar two
The second biggest challenge that our clients face is that they are getting condensation in their loft which causes moist insulation and can lead to wood mould.
So the way we solve that with the spray foam is since its thermal rating is so high it will stop any hot air passing through the insulation and touching any cold surfaces.
And what that means for you is that there will be no moisture up so none of the timbers will develop any wood mould which prevents wood rot.
What are your thoughts on that?
Pillar three
The last issue that our clients face is that they have already got wood mould which increases the chance of wood rot which poses a threat to the structure of the roof.
So the way we solve that with the spray foam is since it gets placed on the inside of the roof it will now convert your loft from a cold loft to a hot loft.
And what that means for you is since your loft is now hot it will start to evaporate any moisture in the timbers and dry the timbers out which will kill wood mould, therefore preventing any wood rot and structural threat.
How does that make you feel?
Any questions on that?
qualifying after presentation
How important is it for you to change your situation and have this installed?
closing questions
do you feel like this could be the… answer for you?
why do you feel like it is though?
and what specific parts do you feel will help you the most?
final close
ok, so the funds required so that you can decrease your energy bills, stop condensation and mould is £3600..
are you happy to go ahead?
sign up
Really, the next step is we would fill out the basic paperwork so we can get you booked in for installation and i’ll give my install manager a call to see what times we have available that suits you, its a 30% deposit and after work has been completed you would just pay the remainder, and ill give you a quick check up call to make sure everything is ok.
Would that be appropriate..?
