Company History
What year was ZINTEX founded?
2001
What is the term used to describe the mental preparation and mindset a canvasser adopts before approaching the first door?
Step Zero
What should you do immediately after responding to a Buying Question to maintain momentum in the sales process?
Go straight to closing, using the “Intro Close” or “Info Close” depending on the stage of the conversation.
What are the 5 specific rebuttals?
Can't Afford
Not Having Problems
Competitor
Contractor/Family
Moving
What is the purpose of the Warm Up
To create a connection with the homeowner, reduce resistance, and build trust by establishing rapport.
How did ZINTEX get it's name?
Nick's last name, Zindell + Texas
Zin-TEX
What effect is used to make homeowners feel they don’t want to be left out by emphasizing that neighbors are getting a free quote?
The Jones Effect
What is a "Buying Question" in the context of Zintex’s sales process?
A question from a homeowner that indicates strong interest in the product or service, suggesting they are considering a purchase.
Can't Afford
I understand there are more enjoyable ways to spend your time than looking into something you might not be able to afford right now. However, I know most members we’re speaking with, are getting a quote to help them get a realistic idea of how to budget for the future. We also work with several lenders to offer low monthly payments. And it doesn’t hurt to have an affordable option on hand if you want to use it down the road.
What's the different between
"Where are you from Originally?
VS
"Are you from here originally"
One is an open ended question, one is a yes or no. We want to use open ended questions when warming up.
What was the first product ZINTEX sold?
Spray Foam Insulation
In the "Give Up" script, why is it important to inflect your voice DOWN on the word “THEN” to turn it into a statement rather than a question?
To lower the homeowner’s resistance
Can You Leave Me with a Card?
Yeah, so what our expert will do when they come out is measure and inspect the bathtubs, answer any questions you have, and LEAVE you with the quote. I’ll just make a note that we spoke and leave you with some information. My name is ___, what’s your name by the way?
At what point in the process do you use "Specific Rebuttals"?
After main rebuttal or in leu to main rebuttal if the specific objection is given before down to earth.
What are the three stock Warm Up questions used to create a connection with the homeowner?
1) How long have you owned the home? 2) Where are you from originally? 3) What made you decide to want to move to this neighborhood?
What year did ZINTEX begin selling bathrooms exclusively?
2017
What is the purpose of "Stacking Yes’s" during the information collection process?
To build momentum with simple, low-pressure questions, creating a pattern of agreement that makes the homeowner more open to answering tougher questions.
How Much Does A Bath Remodel Cost?
Great question, so I don’t really deal with pricing. I do know the styles and options can cause pricing to vary. As for us, I know we’re not the cheapest, but we’re not NEARLY the most expensive. We focus on value first, and when the expert comes out, they’ll be able to give you a detailed breakdown of the costs and answer all of your questions,
Contractor
That's interesting that your [relationship] is in the contracting business. We actually work with a lot of contractors! It's funny, you know, even contractors can get so swamped with work that their own homes get put on the back burner. Plus, sometimes mixing business with family or friends can be a bit awkward if something goes wrong. As for us, we offer lifetime parts and labor warranties for as long as you live in the home.
What book by Dale Carnegie is considered an essential book to read for any sales professional?
How to Win Friends and Influence People
How many states is ZINTEX currently operating in?
11
What is the number one reason people don't want to sign up for a quote?
They don't think they need it.
Does My Significant Other Need to Be Involved with the Quote?
Great Question, we actually prefer to speak with both of you just because there are so many different styles and options on everything and everyone ALWAYS has questions. Each of those details affect the quote. That’s why we would love to come see you together, just once, so we can be accurate and give a realistic idea of what your dream bathroom would cost.
Moving
That’s great! Where are you planning on moving?
In fact my parents were talking about moving a while ago. Then 1 year became 2, 2 years became 3, and that was almost 10 years ago! On another note we actually have a transferable warranty which could be a really useful tool if you decide to sell. Not to mention, if you consider staying, at least you’ll know how much you may need to invest in the home to stay up to date .
What percentages of communication happen through, Words, Tone, and Body Language?
2) Tonality: 38%
3) Words 7%