Product Knowledge
Pain Points
Appointment Knowledge
Qualifications
100
The character name on the RbA logo
What is -
AL
100
The 5 most common issues homeowners have with their windows
Condensation/Foggy
Drafty
Broken Hardware
Painted Shut
Corrosion
100
The two key aspects of an appointment that the homeowner must agree to
What is -
Set aside 90 minutes
Have all decision makers present for the appointment
100
Name 3 types of customers we do not set appointments for
What are -
Renters
General Contractors/Self-Installers:
HOA Residencies
200
Name these windows in order
Double Hung
Casement
Awning
Bay
Picture with Side Flanking
200
Name 3 common problems wood windows can experience
Rotting
Seal Failure
Hard to Operate
High Maintenance
Single Pane
200
Name the 2nd of the 6 Key Principles of Marketing
What is - Control direction, timing and conditions.
200
Name 2 types of windows and doors that do not qualify
What are -
Basement hoppers
Garden Windows
Interior Doors
Skylight Windows
Egress Windows
300
List the 3 most common types of windows.
What are -
Casement
Double Hung
Glider
300
Define Seal Failure and at least 1 reason that causes it
Seal failure is the leaking of the gas from between the two panes of glass.
Causes: warping of the window frame; settling/shifting of the home; poor installation; low-quality frame material
300
Time slots that are not available to schedule appointments
What are -
Wednesday morning
Saturday evening
Sunday evening
300
Name 3 homeowner requests that do NOT qualify for an appointment
New Construction
Remodeling
Trailers/Mobile Homes
Commercial Buildings
Rooms not Heated or Cooled
Repairs
Screen Door Replacement
400
Two styles of doors Renewal by Andersen offers
Renewal by Andersen offers two styles of doors, a traditional French wood style and contemporary style.
400
Define Warping and at least 1 reason of that causes it
Warping is when the window frame changes shape.
Cause: settling/shifting of the home; expanding/contracting of the frame in temperature changes
400
List 3 common customer objections
Price – Can’t afford
Price – I just want a price
Give me a card or I’ll call you back
I’m not ready yet. Don’t want to waste your time.
90 min – Why does it take so long?
All parties – I make all the decisions. Why do we both have to be there?
All parties – Scheduling issue
No issues. Our windows were recently replaced. (less than 5 years old)
400
3 Common specifications that we do not do that homeowners may ask for
Doggy Doors
Blinds Between the Glass
Sound Proof Windows
500
What Fibrex is made of and the three top reasons is it the better material
What is - a wood composite with 40% reclaimed wood and 60% thermo polymer
-------------------------------------------
What are -
1. Performance: Fibrex performs better in every season no matter how cold the winters, or how hot the summers.
2. Strength: Fibrex offers the same strength of a wood window, without the maintenance. It’s twice as strong as vinyl.
3. Low Maintenance: Fibrex is low maintenance. It never needs scraping or painting, and it won’t rot, decay or mold.
500
5 most common problems of vinyl windows
Warping
Seal Failure
Hard to Operate
Cracking
Fading/Discoloration
500
Describe the 6 steps of The Script
1. Create the Opportunity
2. Obtain the Commitment to the Need
3. Obtain the Commitment to the Agenda
4. Obtain an Agreement to the Terms and All Parties
5. Set the appointment
6. Cool Down – leave a great impression and create excitement for their consultation
500
5 types of Minimum Project Qualifications
What are -
3+ Windows, or
1 Patio Door, or
1 Bay Window, or
1 Bow Window, or
1 Picture Window with 2 Side-Flanking Side Windows