Step 3

Question 1

What is the name of Step 3?

Answer 1

Create Need, Want & Urgency to do the job

Question 2

Step 3 is in 2 (a+b) sections, what are the 2 different sections?

Answer 2

Step 3a- Inspection
Step 3b- Top Ten Reasons People Buy Windows in Florida

Question 3

What’s the purpose of Step 3a?

Answer 3

To create PAIN

Question 4

What’s the purpose of Step 3b?

Answer 4

To find their Hot Buttons

Question 5

What’s the action of 3a?

Answer 5

Go outside and inspect their windows. Measure their windows. Bring TempGun

Question 6

What are the words in Step 3a?

Answer 6

Ask the questions with their issues on their windows. There are 14 potential Issues

Question 7

What are the 14 Potential Issues with their windows?

Answer 7

INSIDE
1 Moisture Level
2 Air Infiltration
3 Heat
4 Inoperable
5 Faulty Locks
6 Weather Stripping
OUTSIDE
7 Broken Glass
8 Aluminum
9 Single Pane
10 Sill Repair
11 Bas Caulking
12 Damaged Screen
13 Insects
14 Growth

Question 8

What is the COMMITMENT QUESTION in Step 3a?

Answer 8

“Would you agree these concerns need to be addressed and can no longer be ignored?” Get a firm “Yes” from the customer

Question 9

What’s the bridge from Step 3a to Step 3b?

Answer 9

“Let’s go inside”

Question 10

What is the action of Step 3b?

Answer 10

Go through the slideshow - Top 10 Reasons, and get a 1-5 score from the customer on their main concerns.

Use Moisture Meter near a window corner

Question 11

What are the Words of Step 3b?

Answer 11

Use your own words that you have come up with to explain the top 10 Reasons

Question 12

What are the Top 10 Reasons people in Florida buy new windows?

Answer 12

Energy Savings
Strom Protection
Security
Comfort
Noise Reduction
UV Mitigation
Easy of Operation
Health/Moisture
Upkeep/Maintenance
Curb Appeal/ROI