SOS
This step is the easiest and fastest way to build rapport with your client
What is arrive on Time
This causes your sales manager's phone to ring while you are in the home
What is the Neptune/PA call
Also used in the terminology of being "mined for" is also how all leads should be treated
What is like Gold
This amount of space is required between the ceiling and the top shelf when building to the ceiling with a finished molding up top
What is 2-3 inches
This amount of a charge occurs when a client wants to purchase with us but is beyond the 75 miles radius
$3 per mile from the office per day of install (one way)
This space is where the project finishes but also where it is first viewed
What is the closet (present designs in the closet)
This emotion, such as a smile, MUST occur after your manager delivers price
What is excitement
This must be called in no matter what, regardless of if the dollars have adjusted or not
What is a change order
Melamine, sometimes also abbreviated as TFL stands for this
Thermally Fused Laminate
The 2 main differences between a change order and an AWO can be defined as the following
AWO is post install and under $500
Change order is pre or during install
In this 1900's year Closets by Design nationally opened its doors to customers
When is 1982
Conducting a successful Neptune call creates this essential component needed to help achieve a sale
What is Rebuilding value
These 2 times on a clock represent these 2 types of paperwork and the times they are due
10 am next day - unsold paperwork
48 hours after a sale - sold paperwork
These 8 colors come in 10 foot max
must list 5 of the 8
must list 5 of the 8
MDF
White
Belair
Coronado Oak
Daintree
NeoWalnut
Phantom Charcoal
Elegant Black
These 3 options, also known as collections, are used for garages
Everyday II
Classic II
Silver II
Step 3 of the SOS sounds like this...
Let me tell you about what I am going to do today. Everything will be completed today except of course the installation. While I’m here, I’m going to…
•Show you samples and photos
•Measure your closet and create a design based on your needs
•Explain the pricing and show you the closet in 3 different price options; everything will be in writing for you and I to review
•At the end, I’ll tell you about a special incentive if you wish to complete your purchase today
•Finally, we will call and book your installation date and wrap everything up in one visit
•I can actually call my office and book you an installation date right now. Would you like me to do that? – or – I can give you my best price today – will you be ready to buy?...
The following items such as a belt rack, tie rack, backing or a color option that can be used to leverage a sale are all categorized as these
What are Upgrades
According to #26 in the designer agreement, leads are assigned based on these 2 factors
Performance and location
These names, some of which make you think of cookies, are all available types of shelves
What is Oreo, Thin mint, and Mitered melamine
These 10 steps are the foundation of our sales model
1. Arrive on time
2. Go to closet and listen
3. Explain appointment
4. Listen to objections
5. Why are you proud of company?
6. Tell customer how we price
7. Engage client in design
8. Design and price in home
9. Present design with enthusiasm
10. Make the sale
These 7 steps are the foundation of our price approval call
N- Name
E- Emotional experience
P- promotions and programs
T- Time
U- Upgrades
N- Needs
E- Excitement
The following 3 sets of numbers represent a term for financing
1148 - 6 month
1019 - 12 month
1066 - 18 month