name this step
I can appreciate that
Empathy Statement
How to over come payment objection
judges discretion - revisit payment iso - am i 25-50-75 still too high? where is comfortable?
how many steps are in the pie?
7
Name off 3 mini demos you can do with a homeowner during product
water test (jar or sink)
Pull test on shingle
tear test on underlayment
Name each step in the path of responsibility and what they are responsible for with details
manufacturer, distributor, whole-saler, contractor, home owner
is there anything other than that?
Sharp Angle
how to over come a timing objection
pass or fail - judges discretion - "if i were here xx (time frame) would we be doing this?
rebates, deferments, lowering DP etc
referred to as questioning the question
follow up questions
Goal of add/ subtract/ multiply/ divide
Justify the price
what is FAB
Feature advantage Benefit
what comes after 1st discount?
what is objection handling
how to over come more quotes objection
pass or fail - judges discretion - revisit homewyse, company ABC
name all the steps in the pie close
inspection, company, investment, products, payment, down payment, price
explain what a dual commitment is
getting john to respond or answer a question following up with mary and asking a similar question to check the pulse
name all 8 layers to metal
clear acrylic, stone chips, basecoat acrylic, primer back coating, gavalume, base steel, galvalume, clear coat
often referred to the pie chart or pie close
question and isolate the true objection
how to overcome 3rd party interferrence
pass or fail - judges discretion - ghost close, bring the 3rd party "in the room"
this is typically what would be ask last but preferred to not be asked at all
what is required for all appointments
DNS - leads updated with files
Sales - contract, ID, Install photos, POI
Resets/ND - Call to a leader
5 advantages of our fibercore
armor zone
fg matt
copper ceramic stones
fastlock
tear resistant band
2 things we are looking for after acknowledging an objection
how long do you need, and what has to happen within that time frame?
how to overcome a price objection
pass or fail - judges discretion - revisit price vs cost conversation and break the difference down over time.
feel - felt - found (I've had a lot of homeowners who feel the same way, they felt they were going to save money up front however they found out they didn't get exactly what they paid for which ended up costing them more money with costly repairs or replacing the entire thing again!)
how do you effectively the true objection
it's not really this, but that
Goal of the 6 steps of handling objections
Isolate what the true objection is, funnel it to something controllable, and OVER COME
pull a hover and tell me how much low slope and transition is needed for this job
Donna Barker
3.5 sq epdm
33 LF of transition