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
Lap Seam Metal (Clinking sound)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
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 3 Benefits of the FG Shingle and 3 Benefits of the Metal Shingle
FG: 120mph wind, Golf ball size hail, Armourzone band, Fastlock Adhesive, Specialized Granules
Metal: 120mph wind, Baseball size hail, Screw band/Interlocking, Specialized granules, maintenance free
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 from your SM.
Ex: For a DNS, SALE, or Reset/Active
DNS - leads updated with files
Sales - contract, ID, Install photos, POI
Resets/ND - Call to a leader
Name 5 components of our roofing system and 1 benefit for each
Erie Ultra: Waterproof
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!)
Give a rebuttal for a Price Objection, “Too much Money.”
Judge’s Discretion
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 ft for Gutters, and how many downspouts and elbows for the entire house.
Donna Barker
15 elbows