Step 2: Obtain The NEED Commitment Flashcards
Obtaining the need commitment is a discovery checkpoint. What information are we trying to gather about their windows and doors from the Homeowner to obtain the need?
Age
Year Home Built
Length of Ownership
Framing material
Window/Door issues
Quantity of defective Window/Doors
Total number of Window/Doors
Style of Window/Doors
A - Lead into a discussion about Design and Dissatisfaction (D&D):
Usually, when someone takes the time to enter our sweepstakes, it’s because they’re unhappy with their windows and doors. So, what kind of problems are you having with your windows and doors?
B - D&D qualifying questions:
Tell me a little bit about your home, how old is it?
Are your windows and doors original or have they been replaced?
Are they aluminum, wood, or vinyl?
Do your windows open up and down, side to side or do they crank out?
Are they single or double pane?
C - Need Commitment - Operation Questions:
How many are hard to open and close?
How many are sticking when they open and close?
Are any of them painted shut? Or are stuck and don’t open it all?
How many have broken hardware?
D - Need Commitment - Energy and Comfort questions:
How many do you feel drafts in the winter and heat in the summer?
How many do you see fogging or condensation between the panes of glass?
E - Need Commitment - Aesthetics and Condition questions:
How many are corroding, rotting, rusting, cracking, broken, etc.?
What about your window frames – how many are rotting, warping, etc.?
How many have faded or discolored?
How many aesthetically have seen better days?
F - Need Commitment – Obtain a Definite Commitment question:
Have you ever had anyone come out and give you a price on replacing your windows?
Sounds like you’ve thought about replacing your windows, right?
