Product - Rebuttals Flashcards
Rebuttals
Product Objections
Rebuttals
Regain control of the dialoguewithout missing a beat.
Go from “I/You” Vocabulary to “We”
Turn Around Statements:
Why Would You choose us over your other options?
What do you love about this project?
Rebuttals
I Want to Connect to My Fascia
Stage 2
Prove Your Advocacy
- Are yo more concerned with Aesthetics or Quality?
- Show them photos of collapsed structure attached to fascia.
- We don’t attach to the fascia because we stand behind what we do 100%
Rebuttals
Who is Your Competitor?
Stage 2
Prove Your Advocacy
- That is a great question! We have many people who are imitating what we do. We have 16 design patents and 16 best of state awards.
- Unfortunately we don’t keep track of who is trying to replicate what we do, what I can say is that our structures stand out, if you’ve seen one that looks like our pics… chances are high its ours.
- Show the Client the map of our passed projects.
Rebuttals
You’re a Scammer
Stage 2
Prove Your Advocacy
- Thank you so much for being direct! What makes you say that?
- I really appreciate your feedback, I would like to take a moment to tell you I’m definitely not a scammer, but my words are not important… my actions, my history and my track record are.
- What are some things that would make you absolutely certain the company you are working with is a legitimate company?
Rebuttals
I want a Lifetime Warranty
Stage 2
Prove Your Advocacy
- Are yo more concerned with the length of the warranty or what it covers?
- Why do you think most companies offer lifetime warranties?
- Why do you think those warranties have so many limitations?
- Would you prefer:
- A: Lifetime warranty that covers the paint (no hardware, material or “regular wear” with required proof of maintenence)
- B: 25yr warranty that covers snow, wind, and seismic to local codes without the requirement of maintenance on your part to uphold the warranty?
Rebuttals
I Don’t Want Maintenance
Stage 2
Prove Your Advocacy
- Yeah I hear you, just to be sure we’re on the same page, would you say “maintenance free” and “quality” are the same thing? i.e. Do you feel paper plates are “maintenance free”?
- We are “dinnerware” and we do require “washing”. Though its only a restain every 3-5 years to keep it looking new. You don’t “have” to restain the structure to keep the warranty. You could wait 10 years if you wanted and a restain would make it look like new again.
- The only “maintenance free” options in shade that I am aware of are cheap and disposable and that works for a lot of people.
- Do you feel our product is a good fit for you?
Rebuttals
I Don’t Want Bugs and Rot
Stage 2
Prove Your Advocacy
- No kidding, bugs and rot are a really good point.
- Did you know that the skeleton of this home is likely douglas fir?
- Why would they choose douglas fir for the skeleton of your home?
- How do you think insects and rot get to wood?
- Moisture and contact with soil is the number one cause
- Our knife plate is a barrier to stop moisture wicking.
- Douglas fir is naturally insect and rot resistant.
Rebuttals
I Already Have a Design
Stage 1
Establish and Alliance
- Amazing! I can tell this is an important project for you.
- Why don’t you share what you have and we can find a way to get you exactly what you’re looking for!
Rebuttals
I’m Going With Another Contractor
- Highligh the importance of time with family. You won’t get to keep anything you buy, its memories we make and the strength of the relationships that really matter.
- The most expensive part of this project is the sacrifice you make in lost time and memories with your family.
- Every Project is Different, My job is to make sure you get the best price without compromising long term results.
Rebuttals
I want Aluminum Vinyl or Composite
We do an “amish style” joinery system. This allows the hardware to “breathe” as the structure ages.
Douglas fir is excellent for outdoor use. High end window companies will frame their windows in douglas fir because it is strong and weathers well through hot/cold cycles. Why would they use wood instead of plastic?
Our materials are renewable for every structure we build, 10 or more new trees are planted. The timber we are using today was planted in the 60’s
Wood manufacturing does not create toxic biproducts.
The Japanese temples have lasted for thousands of years, I challenge you to find one composite, vinyl or aluminum shade structure that is more than 20yrs old.
