Test Your Knowledge: Scripts and Pitching Flashcards
⦁ What should you NOT do when you first approach someone about the sweepstakes?
Introduce yourself or tell what the sweepstakes is for
⦁ How do we follow up the initial passive “no” response?
Explain what the raffle is for, introduce ourselves to get their name and transition into the sweep
⦁ If a homeowner gives a hard “no” to entering the sweepstakes, what should you ask next?
“How old are your windows and doors?”
⦁ If a homeowner says they’ve already entered the sweepstakes, what should you ask next?
“When you entered, were you thinking of replacing your windows, or your doors?”
⦁ What should you ask while the sweepstakes card is being filled out?
“Most people who take the time to enter our sweepstakes are having problems with their windows or their doors. What problems are you having?”
⦁ Once you establish window material and/or need, what should you do?
Explain why the problem exists/matters and should be dealt with urgently
⦁ What should the “value of the visit” accomplish?
It should answer the need you’ve previously built
⦁ Why are sweepstakes key?
They get attention and give you time to establish rapport, then allow you to naturally transition to asking questions about the home
⦁ How should we use our 5% voucher?
To solidify the appointment as a button-up tool
⦁ Why is transitioning key?
Gives the conversation a natural flow. Pausing gives the homeowner an “out.” You should presume a “yes.”
⦁ What is the minimum unit count to qualify for monthly promotional offers?
6 units
⦁ What are the two requirements to make an appointment? Why?
⦁ All homeowners present – keeps everyone on the same page when making the decision
⦁ 60-90 minutes – gives design consultant time to assess current windows (30 min),
go over options (30 min), and measure and price (30 min)
⦁ If you have an appointment for three windows or less, or for only one door, what time slots should you avoid when setting the appointment?
Weekends and evenings, aka “prime time slots”
⦁ What is the button-up?
The way the pitch should close confirms the time and date for the appointment, sets expectations for a confirmation call if not a next day appointment, and leaves the homeowner with a lasting impression. This is your last opportunity to solidify the appointment.
⦁ What should you give the homeowner before they leave?
The 5% off coupon and monthly offer flyer
⦁ What is the best way to transition to the calendar?
Is morning, afternoon, or evening best for you?
⦁ What personality should you exhibit when pitching people?
Friendly, knowledgeable, confident, happy
⦁ How many rebuttals should you respond to before giving up?
At least 3
⦁ Next day appointment will not receive a ___.
confirmation call
⦁ Why is building rapport key?
This allows the homeowner to let their guard down and feel confident in your judgment and increases the likelihood of your appointments demoing.
⦁ What is an HOA?
Homeowner’s association
⦁ List some buffer phrases:
Fair enough, I understand, I gotcha, makes sense, absolutely, I hear you, no worries, no problem
⦁ What days and times do we offer for appointments?
7 days a week at 10am, 2pm, and 6pm (can push to 6:30 or 7pm) EXCEPT 10am Wednesday and 6pm Friday
⦁ What information MUST we get from the homeowner in order to set a no-contact appointment?
An email address
⦁ Never make a suggestion without first ___.
Building need or potential for need.
