Warm up
Company Story
Install Demo
Price Presentation
Post Close
100
What types of questions are asked in step 2?
Open-Ended
100
Painted doors come in what wood species?
Poplar
100
HDI does about $________ in refacing each day?
1 million
100
How many Home Depot stores in Colorado?
42
200
What is the "PIN" statement
What is "You trust Home Depot, you love the products, and you're comfortable with the install. Other than affordability, is there any other reason I wouldn't be able to earn your business TODAY?"
200
What is the definition of a "tie-down"
A question with a statement at the end of it to get a commitment
200
Farmington door comes in how many styles?
4 (beaded, flat panel, double shaker, Jon Berman special)
200
$561 charge is if the current cabinets are ________ or ________?
Painted or laminated
200
What does "PK" stand for?
Product knowledge
300
What is your tie down for step 3?
So obviously when it comes time to getting this project done, Home Depot is the type of company you would trust to do the job, wouldn't you agree?"
300
What are the 4 C's
Concede
Commit
Convince
Close
300
Name the new refacing product line
Thermovision
300
All Martha Stewart doors are $______ / lin ft.
$309
300
SASM stands for what?
Specialty Assistant Store Manager
400
Frame your presentation
...
400
There are 4 main C's to closing, name the 5th (and often forgotten)
Change product
400
What is the lb. capacity of our drawers?
75 lbs
400
What is the gross margin on a refacing sale for the stores?
30%
400
Name the program to enter leads into at the store
Service Connect
500
What are the 3 main goals for the "options" part of your presentation
1. Find perception
2. Price condition
3. Kill
500
Normally when people say they want to think about it, it's one of two things, _______________, or_____________.
Fear of paying too much, or fear of making a bad business decision
500
This type of door is called?
Tambour
500
$10,000 sale (1-leg). Job is undersold by $1,000. What is your commission?