Script Science
What words are emphasized in the "Opening Pitch"?
WERE & DOWN THE ROAD
What is "Transition to Set the Expectation"?
This ACTUALLY makes sense for you.. Let me leave you some information so WHENEVER you are ready to get the [baths/windows] done, we can help save you some money. Sound fair?
What is "The Jones Effect"?
The Jones Effect is the tendency to compare yourself to others and feel pressured to match or exceed their lifestyle, possessions, or status.
What is a layering question?
A layering question (or layered question) is a technique where you ask a sequence of follow-up questions to move past a person's initial, surface-level answer
How does "Appointment Reminder"? sound for a married couple?
Alright! We've got you and [Spouse/Decision Maker] all set for 6pm today!
What is your body language for "Good afternoon!"?
Smile & Wave
What is the order of collecting information starting with, "Zip Code"?
Zip
Address
Cell Phone
Alternate
Spelling of Last Name
Spouse Question
Spouse Name
Spouse Phone Number
What is Step Zero?
Everything that you do that prepares you for your first pitch:
Mental Preparation
Physical Preparation
Positive Mindset
Goal Setting
Embrace the No
Why is asking open-ended questions better than yes/no questions?
They get customers talking and create natural conversation.
What are the steps for the "Tie Down" on a greater than 2 day appointment?
Appointment Reminder
Confirmation Call Script
ZINTEX Contact Info
Cancellation Script
Spouse Reminder
Company Story
How should your tone sound during "Qualify"?
Concerned
What is the script "How much do your Bathrooms/Windows 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 specialist comes out they'll be able to give you a detailed breakdown of the costs and answer all of your questions.
What is a "Pattern Interrupt"?
A pattern interrupt is a technique that breaks an automatic routine, habit, or line of thinking by doing something unexpected.
What is "deadearing" and why is it effective?
Repeating back what the customer said empathetically before moving on. It makes customers feel heard.
What is "Why does my significant other need to be involved"?
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 answer any questions either of you may have.
Why do we say "Spouse Reminder"?
To prepare the homeowner for the conversation they will have with their spouse / other decision maker about the appointment
What is the script "Set The Expectation"?
Have you ever heard of our company, ZINTEX?
So Sam's Club/Costco/HD teamed up with my company, and what we're doing is giving a free quote, with an exclusive 10% discount towards more energy efficient windows
The way it works is REALLY SIMPLE, we come out to your home to measure and inspect the windows, go over the styles and options we offer, and leave you with a quote.
But the BEST PART is…were you planning on updating the baths ANYTIME soon? That's actually PERFECT! Because the quote is COMPLETELY FREE, there's no obligations to buy ANYTHING and it's guaranteed in writing for if you want to use it later on.
When we communicate, what percentage is done in words / tone / body language?
7% Words
38% Tone
55% Body Language
What is mirroring?
Mirroring is subtly matching a customer's tone, pace, energy, and body language to make the conversation feel more natural and comfortable. It should be done authentically—not by copying them exactly.
What is "Jones Close"?
Scenario:
Bob gets home at 5pm each day
Debra gets home at 6:30 each day
Ok that actually works out great! We have specialists seeing other members in Dallas Wednesday evening.
What I'll do for you is have my specialist come over Wednesday at 6 or does 6:30 work better for you?
Great. So Wednesday at 6 works for you?
And Wednesday at 6 work for Debra as well?
Awesome, do you or Debra have ANY plans after Wednesday at 6 that we would be getting in the way of?
Ok great, thank you for your patience, I'm gonna send this over to my live scheduler and call to make sure that the time is still available and I'll get you right back to your day!
What are the 3 sales principles used for collecting information?
Stacking Yes's
Gradual Resistance
Assumptive Questions
What is the script "Cancellation Script"?
Most importantly.. you don't have to agree to having us out for a quote. So if there is ANY reason at all that you think you would need to cancel this appointment, that's okay, but I'd appreciate if you could let me know now. Cancellations do impact how I get evaluated. So I just want to double check, are you sure Wednesday at 6 works for you AND for (Spouse/Decision Maker)?" Ok sounds good.
What is the number 1 reason someone will buy from you?
Trust
Who wrote the book "How to Win Friends & Influence People"?
Dale Carnigee
What is "Can't Afford Rebuttal"?
"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."