sales process Flashcards
Connection Q’s
What was it that they told you over the phone that I was coming here to do?
Now this survey is pretty straight forward, it’s really more for us to find out about what you’re using now, the condition that it’s in and how effective it is, to see if you are even needing help or not.
has an expert ever surveyed your loft before?
Do you have any concerns about anything in the house?
is there ay cold spots in the house?
Situation Q’s
What type of insulation are you using now?
How long have you been using that insulation for?
Is it still the original roof tiles?
Have you had any problems with leaks?
Does this property have an EPC rating? No? Do you currently know what you’re spending on your energy bills, just gives me an idea if heat loss is occurring.
Notice any dampness/mould in house
Problem Q’S
“I’ve taken some photos that I think you’ll find interesting. Shall we take a seat at your dining table to discuss?
The thickness:
‘How might the insulation’s thickness impact heat loss?’
‘What impact could that have on your monthly energy bills payments?’
moisture levels:
“How do you feel about the moisture levels in the insulation?”
“What do you feel like that’s going to do for the heat retention”
Mould:
‘Do you know what the mould transfers into?’
‘How might that impact your house value?’
I’m glad you asked that because you’d be surprised there are some people out there in a similar situation who just don’t care. It’s crazy, do you agree?
Now when you said ‘how do we solve that’ Are you just saying that or is this actually important to you?
Solution Q’s
‘Brilliant, I’m glad that it is important to change your situation, let’s say that you had the courage and did make a
change…
What would be the benefits of stopping all the heat loss you’re currently getting?
-Clarify: how do you mean?
-Probs:
-What would that do for you personally?
-You being able to not be cold anymore, how do you see your life being different to what it is now?
-How would that make you feel?
What would be the benefits of stopping condensation?
-How might that benefit the property?
And what would be the benefits of getting rid of the mould?
-And if it did, what might have happened to your property value?
-What would that do for you personally?
-How would that make you feel?
Consequence Q’s
“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 is that something you would settle for?
‘Ok, possibly time for a change then?
probs:
what can that lead to?
what could that transfer into?
what’s does that mean for you?
Transition
Based on what you told me……what we are doing would actually work for you…..
Because you know how you said you wanted to stop the condensation and get rid of the mould..
presentation
So the way we solve this for lofts in this situation…. Is we Install a new type of insulation something called icynene open-cell spray foam.
And what that means for you is…… your loft is going to dry up/stop all of the hot air escaping, therefore getting rid of all the mould and wood rot/decreasing your energy bills, and stop future condensation all at the same time increasing your property value.
Do you know what that looks like or how that’s actually gonna work?
“Do you feel like this could be the answer for you?”
“Why do you feel like it is though?”
And what specific parts of what we went over do you feel like is going to help you the most?”
Finance dem
Open- “if it’s alright if i ask, see when you plan on getting the work done how is it that you plan on paying for it?”
SF green sheet.
Close P1: “if you were to go ahead with it, which option do you prefer?”
Open- “ Due to FCA guidelines we cannot allow you to purchase something that might put you under financial pressure, so we have got 4 monthly brackets that suit 95% of the population, we just need to know from the FCA which one you’d be comfortable paying in 1 month’s time?”
When they pick a bracket double check that they are comfortable paying that in a months time
close- “if I could get it within that monthly bracket would you be happy to go ahead?”
Close
“ok so the funds required so that you can stop condensation & mould so that you can prevent wood rot is £5,000”
Do you Feel like this keep be the.. answer for you?
