Objections

Question 1

Any Objections

Answer 1

What would make you say that?

Question 2

Any technical questions-

Answer 2

That’s a great question for my Windows expert, they will answer all of your questions and concerns. (back to pitch)

Question 3

I’m Busy-

Answer 3

I Understand, I’ll be brief and to the point. (Back to Pitch!)

Question 4

I’m not interested

they have shutters

Answer 4

Well as you may know at the end of the day, we only have two options take the time to put up our storm shutters or see about upgrading and fortifying your home with impact windows while drastically increasing the value of your home, plus lowering your energy bill!!! So, I’ll be brief and to the point.

Question 5

I’m not interested

after the letter thing

Answer 5

You haven’t had the chance to meet with a window consultant yet! This really is a program that will benefit you in more ways than one. But you do have to make the time to learn about it…Why don’t you at least see what a consultant has to say in black and white? If you are still not interested after fully understanding how this works, we can always part ways as friends. But it is ALWAYS better to make an educated decision, wouldn’t you agree?! (BACK TO SCIPT-DO NOT PAUSE

Question 6

when they don’t want the spouse there (first one)

Answer 6

I understand where you’re coming from Customer Name, however when my Windows expert stops out, he has two main objectives, FIRST is to measure and size your windows SECOND is to explain to you folks our programs some of which are government based and the benefits of impact windows, this way you get this amazing home improvement with no money out of pocket, but to do that we will need you both there since the PACE lender will need to speak with each of you in order to get you folks approved. I’m sure that won’t be a problem thought right?!__ OK Great!

Question 7

Single Elderly person

Answer 7

• I know you can make your own decisions of course however it may benefit you to have someone you trust with you the presentation, maybe a family member or advisor, if they also decide to upgrade to impact windows you will receive a referral bonus from the Windows expert for $500 dollars.

Question 8

HOA won’t allow it-

Answer 8

Not a problem, no HOA can legally deny you from putting a impact windows product in your home. We deal with your HOA for you so there is no animosity. (back to pitch)

Question 9

The three F’s

Answer 9

Feel Felt Found-used to cover almost any objection (the three F’s!) I understand how you feel, I really do!
In fact, most of my customers have felt the same way!
But what they found was we were able to

Listen Mr. Jones, I understand how you feel, I really do! In fact, most of my customers have felt the exact same way by this point! But I think what they found out is, we were able to protect their home and showed them how to get this done with no money down, no money out of the pocket! So, while this program is still going on for a limited time, all we ask is that you keep an open mind and just be your own judge from there, that’s fair enough,

Question 10

Have to check with Spouse ( second one)

Answer 10

That is exactly what I want you to do, CUSTOMER NAME. Please explain to your spouse that THIS is my certified windows consultant and NOT some door-to-door salesman. The most that we can ask you to do, while he is getting out for a limited time, is to keep an open mind, get a good look at how to better protect your home from the elements and be your own judge from there. Now I know your spouse would go along with that wouldn’t they/she/he?

(Back to script) DO NOT PAUSE!

Question 11

They dont want the spouse there

Answer 11

let’s face it, if you folks did decide to do business with us THIS will be a permanent installation in your home and I’m sure your spouse will have some input as well, so when the Windows expert DOES stop out there make sure you both get a good look at the information, and we’ll let you be

your own judge from there. Fair enough?

Question 12

I CAN MAKE MY OWN DECISIONS

Answer 12

I TOTALLY GET IT of course you can make your own decisions, however FOR US TO BE ABLE TO TELL YOU WHAT YOU ARE QUALIFIED FOR WE NEED TO HAVE YOU BOTH THERE.

Question 13

They don’t want the spouse to be there (3)

Answer 13

Well, when he DOES stop out, he is sizing custom windows for your home. We just want you folks to know exactly how we’re going to improve your home. So, whenever you decide to do this project you folks will have all the tools YOU need to make a well-educated decision. Fair enough?

Question 14

They don’t want the spouse to be there (4)

Answer 14

I understand (Customer name) but it IS company policy to have you both there, after all this is Innovation Energy Windows, NOT (agent name)’s Innovation Energy Windows, HA HA HA. So, I’m just doing my job and I have a boss that I have to answer to, I’m sure you know what that can be like. NOW when you let your spouse know about this appointment, I’m sure they would make it a point to be there right?!(WAIT FOR A RESPONSE BACK TO THE SCRIPT) DO NOT STOP!

Question 15

They don’t want the spouse to be there (5)

Answer 15

Well Mr.———
we did make an exception once. We stopped out to see a gentleman whose wife was out of the country, and he loved all the benefits and look of the impact windows BUT when his wife returned home, she didn’t like it AT ALL! And we had to eat the cost of the project. That’s why we made it a company policy. But if you let your spouse know about this appointment, I’m sure they would make it a point to be there, right? (Wait for A Response Back to Script) Do Not

Pause!`

Question 16

WHAT IS YOUR JOB, WHAT DOES YOUR COMPANY DO?

Answer 16

Great question, what we do at Innovation Energy Windows does is pretty simple. We connect you with the current Top rated Impact Window consulting agency who will help you make sure you choose the best impact window manufacturer and without taking any money out of the pocket! We’re able to do this through a program PACE. It stands for Property Assessed Clean Energy. It’s just a different way for homeowners to get energy home upgrades without taking any money out of pocket.

Question 17

11 IT COSTS TO MUCH/Can’t afford it

Answer 17

This is why the PACE program is so special…you don’t have to come out of pocket for anything up front whatsoever. So, while the program is still going on for a limited time keep an open mind and see how we can help you! (BACK TO SCIPT-DO NOT PAUSE)

Question 18

12 IM NOT READY RIGHT NOW/have too much going on

Answer 18

I hear you, I can relate to that right now myself but that’s just how life can be at times, just to give you my personal opinion if may, when hold something off no matter how important there is a chance it can be put on the back burner for too long or even worse forgotten and every month you hold this off is a month you could have lowered your energy bill or sleep sounder knowing your better protected from both mother nature and potential intruders. So, let’s work together and find a time sooner rather than later that works best for you! can assure you this is worth making the time for!!! (back to pitch)

Question 19

I am not interested in the beginning

Answer 19

You: I know that (name of prospect), if you were interested YOU would’ve called ME! (Give a slight chuckle) But seriously, I’m sure you get a ton of calls, and it seems like everyone wants something from you, I know how you feel but every now and then there’s that conversation you have with someone and it’s of VALUE and things make SENSE! While I can appreciate you not be interested I’m sure you’re interested in (Give benefit…ie, having more customers, making more profit etc…) and that’s what I would like to talk to you about. Let me ask you a question (Go into your presentation…)

Question 20

I am not interested in the beginning

Answer 20

I totally understand (name of prospect). In fact, you shouldn’t be interested because you haven’t gotten an idea about the reason for my call. Most of our customers said the same thing when I first called them; after they listened, they were happy I made them understand.

Question 21

I am not interested in the beginning

Answer 21

I understand (name of prospect), you probably get a lot of calls like this, don’t you? I also do get them quite a number of times and get angrier about them than you do. But now and then listen because there might be information that benefits me. Let me ask you (name) what… (then you qualify and continue with your pitch)