Step 1 (Page 42) Focus 201 Setup Be-Back At the Door

Question 1

1

When you come to the door and ask if Charlene or Harold are going to be able to join us, and they say, “No, he had to go to work”, or “No, she had to run to the store”, or whatever. You can simply say,

Answer 1

Oh, that’s not a problem. Tell you what we need to do. Let’s focus on what you want to have done, and more importantly, what you need to have done.

I’ll get all the information and take some measurements. I’ll have a few more questions for you as we walk around and take a look at the project.

Question 2

2

Depending on the scope of the project,

Answer 2

Depending on the scope of the project, I may need to take it back to the office and put it in the system.

(Opt 1) So let’s go ahead and take a look at the part of the project that’s giving you the most concern or the part you are most excited about)

Question 3

3

Ok, I have collected all of the information I need.
Now I just need to

Answer 3

Now I just need to take it back to the office and put it in the system.

We do things a little bit differently
here at Swifthand. I’ll come back with basically three proposals to show you.

• One of them will be a proposal that addresses what you folks want to have done.
• Our second proposal will be some recommendations that we might do if it were our home.
• Then our final recommendation will be taking a look at some economical
  options if we need to go in that direction.
• Would that be helpful?

Question 4

4

By the way,

Answer 4

By the way, it would probably be in everyone’s best interest at that time,
Mr. Prospect, if we could make our second meeting a time that both you and your (husband wife) can be present.

That way we’d be able answer any questions she may have. It’s highly likely that(he, she’s) gonna have questions that neither one of us have thought about.

Question 5

5

That way

Answer 5

That way it allows us to give you all the information you need to make (a good quality;the right) decision.

Of course, at that time I would also be able to discuss with you folks some of our available promotions.

So, when would be the best time for us to do that?