Step 4 Flashcards
What is the name of Step 4?
Sell the product Vs. Sell out the alternatives
What is the difference between a Shopper demo, and a Nebulous demo?
Shopper - go “Shopping” with them. Have them choose which type of product they want. MAKE PRICE IRRELEVANT
Nebulous - Only talk about our window.
Make them believe this is the best window for all of their problems. DO NOT show alternative window designs from potential competition, or you may turn them into a Shopper
What is the purpose of Step 4?
To sell the window
What is the action of step 4?
Show the window, outside side first, then inside, then the Light Kit and UV
What is the COMMITMENT QUESTION of Step 4?
“Would you like to take anything away from this window? Is there anything you would want to add to this window? So, let me ask you, is this the exact window you want and need for your home? Does our warranty give you 100% peace of mind that your investment is protected?” Wait for a hard “YES”
What are the outside features to show on the window?
Explain the sample only has a half screen, “Yours will have a full screen because this is a double hung” (Explain the grid if yours has it)
Screen - Feature - Fiberglass Screen, Memory Mesh, Teflon-like Coating
Screen - Advantage - Super strong, Retains it’s shape, difficult to tear, nothing sticks to it.
Screen - Benefit - Peace of mind against breakage and bugs. Best curb appeal.
Beveled Edge - Feature - Curved/belved out design
Beveled Edge - Advantage - More beautiful than a flat exterior frame
Beveled Edge - Benefit - Better curb appeal
Pure Virgin Vinyl - Feature - 100% pure virgin vinyl
Pure Virgin Vinyl - Advantage - That we have it. It never fades, blisters, peels or disintegrates. Windows stay true white forever.
Pure Virgin Vinyl - Benefit - Curb appeal, no moisture penetrates walla, maintenance free
Metal Reinforcement - Feature- Aircraft grade aluminum that is extremely thick
Metal Reinforcement - Advantage - That we have it and other’s don’t (Shopper), Strengthens the overall window against intruders.
Metal Reinforcement - Benefit - Peace of mind in a hurricane, security.
Sloped Sill - Advantage - Keeps water build up away from the house. Eliminates build of of algae/mold/mildew
Sloped Sill - Benefit - Healthier home, maintenance free
What are the inside features of the window?
(Fusion Weld/Tilt in Feature/Lift Rails/180 Degree Lock)
Fusion Weld - Feature - Fused corner on both sashes and frame
Fusion Weld - Advantage - More strength than Glues of Screwed windows. No air or water leaks at corners.
Fusion Weld - Benefit - Security/Safety, Energy Savings, More comfortable home.
Tilt In - Advantage - Easier to clean the outside of windows
Tilt In - Benefit - Better curb appeal, ease of cleaning
Lift Rails - Feature - It keeps the window where you leave it
Lift Rails - Advantage - Doesn’t crush fingers, never rusts, never fails, easy to use
Lift Rails - Benefit - Peace of mind it will always work properly
180 Degree Lock - Feature - Interlocks the top and bottom sash when closed.
180 Degree Lock - Advantage - That we actually have it, others don’t, no Slim Jim break-ins, perfect seal, keep airflow out, keeps moisture/bugs out
180 Degree Lock - Benefit - Energy savings, Security, Healthier home, more comfortable
What are the inside feature of the window?
(Weather Stripping/Bulb Seal/Argon Gas)
Triple Fin Weather Stripping - Feature - 3 antimicrobial fins with a water proof strip
Triple Fin Weather Stripping - Advantage - That we have it and others don’t, protects against mold/mildew/bugs, no air infiltration, it won’t shrink
Triple Fin Weather Stripping - Benefit - Healthy home, Energy savings
Bulb Seal - Advantage - We have it and others don’t, same seal as a fridge, excellent barrier against water/air, keeps out bugs
Bulb Seal - Benefit - Energy Savings
Argon Gas - Feature - A gas that is 6x thicker than air
Argon Gas - Advantage - We have it, other don’t, Significantly reduces heat transfer
Argon Gas - Benefit - Energy savings, noise reduction
