Steps 1 and 2

Question 1

[Step 1]

10-Step Selling System

Answer 1

1.) Warm Up
2.) Walk Around/SEOCS
3.) Preparation
4.) Company Story/Video Presentation
5.) Kills Presentation/Price Conditioning
6.) LeafGuard Demonstration
7.) Pre-Close/Roll-Out Using Centah
8.) Closing the Sale
9.) Paperwork
10.) Post Close

Question 2

[Step 1]

Transition Question #1

Answer 2

“How long have you been thinking about protecting your home with maintenance-free gutters?”

“You’ve been thinking about maintenance-free gutters for ___________ and you just had me out today?”

Question 3

[Step 1]

Transition Question #2

Answer 3

“What made you decide to get this taken care of today?”

(Get their objection)

Question 4

[Step 1]

Answer 4

Warm Up

Question 5

[Step 2]

Answer 5

The Walk Around

Question 6

[Step 2] SEOCS

Answer 6

Set yourself up as the expert

Educate your customers

Ownership of the problem

Create Urgency

Sell Yourself

Question 7

[Step 2; SEOCS] S

Answer 7

Set yourself up as the expert

Question 8

[Step 2; SEOCS] E

Answer 8

Educate your customers

Question 9

[Step 2; SEOCS] O

Answer 9

Ownership of the problem

Question 10

[Step 2; SEOCS] C

Answer 10

Create Urgency

Question 11

[Step 2; SEOCS] S2

Answer 11

Sell yourself

Question 12

[Step 1; 10-Step Selling System]

1.)

Answer 12

Warm Up

Question 13

[Step 1; 10-Step Selling System]

2.)

Answer 13

Walk Around/SEOCS

Question 14

[Step 1; 10-Step Selling System]

3.)

Answer 14

Preparation

Question 15

[Step 1; 10-Step Selling System]

4.)

Answer 15

Company Story/Video Presentation

Question 16

[Step 1; 10-Step Selling System]

5.)

Answer 16

Kills Presentation/Price Conditioning

Question 17

[Step 1; 10-Step Selling System]

6.)

Answer 17

LeafGuard Demonstration

Question 18

[Step 1; 10-Step Selling System]

7.)

Answer 18

Pre-Close/Roll-Out Using Centah

Question 19

[Step 1; 10-Step Selling System]

8.)

Answer 19

Closing the Sale

Question 20

[Step 1; 10-Step Selling System]

9.)

Answer 20

Paperwork

Question 21

[Step 1; 10-Step Selling System]

10.)

Answer 21

Post Close

Question 22

[Step 1] Goals/Agenda

Part 1

Answer 22

“_______, Obviously, my goal is to earn your business today. However, if for any reason you are not able to move forward today, I want to make sure that I educate you about all of the gutter products out there and that, when you are ready to move forward, LeafGuard will be the only choice. All that I ask is that you keep an open mind. Fair enough?”

Question 23

[Step 1] Goals/Agenda

Part 2

Answer 23

“First, let’s walk around the house so can point out any problem areas. Then, I will take measurements and put an exact price together. Once I’m done, I’ll show you how LeafGuard will work and look on your home. This will take about 30 minutes or so. Ok, let’s take a walk!”

Question 24

[Step 2] Reference

Answer 24

“While I’m out here working for you, clean off a place to talk so when I’m done measuring and designing a proposal for your system, I can come inside and go over the problems I have found and outline a solution for those problems.”