Miscellaneous
Close question?
Once your job is complete, would you write a personal check or go with a payment option?
Current star rating on Google Reviews?
4.7
S
Set yourself up as an expert.
Tools; Terms; Technology
Transition Question #3
Oh really! What makes you say that?
WOL Question 1
How much did you think a project like this would cost?
Same as cash finance is offered in what increments?
6 months
12 months
18 months
_____ complaints have been received by the BBB making the home improvement industry #1 on the hit list.
10.7 million
C
Create urgency.
PCC
Transition Question #1
How long have you been thinking about upgrading your plumbing system?
WOL Question 2
Now that you see what we do and how we do it, can you see why we cost more than you thought?
Two things we talk about in the Warm Up?
Things they spend their time and money on.
_____ of consumers taking lowest bid has MAJOR PROBLEMS in getting job completed.
80%
O
Ownership
Post Close
What made you decide to buy from me today?
WOL Question 3
Now that you’ve seen the price, about how long would it take you to come up with the money?
Reference List - 3 G's
Get a Commitment
Give Information
Give Incentive
Unscramble
ddbforar ehiwt
adehimnnuy
Bradford White
Indyhumane
E
Educate the customer.
Transition Question #2
What made you decide to do it today?
Role-Play 1-6-7 for "Just a flush" with a positive Pre-Close
When I came out here, you mentioned that you were just interested in doing the flush, we then discussed the issues causing the problems seen in the video. Then when I asked if there was anything other than price or payment that would prevent you from doing work today, you said no. So, let me ask, was it the price or payment that caused you to change your mind?
Name All 10 Steps in Order
Warm Up --> Inspection --> Measure & Price --> Company Story --> Installation --> Product Demo --> Pre-Close --> Close --> Paperwork --> Post Close
_____ of all contractors FAIL within first two years!
96%
5 Essentials of the Video
Clue: I3UBO
Introduction
3 Tools
Urgency - PCC
End on Biggest Issue
Outro / Options
Pre-Close
Other than price or payment, would there be any reason we couldn’t get your job started today?
R-E-A-C-T
Recommit
Explain
Advantage
Customize
That'll work for you, won't it?