Objections
$10k Price Objection
Role play the “options“ close rebuttal
Silvershield
Blocks bacteria, easier to keep clean, less time you have to spend cleaning your shower
Inspection
Agenda Statment
Recite agenda statement by-the-book.
Largest shower base size
48”W X 84”L
Going through home equity Re-Fi
Role play the “SAC & ROI contingency sale” rebuttal
Seamlock
Proprietary caulking system w/ fungicide, no mold/mildew, won’t be harmful & won’t have to spend time re-caulking later on.
Affordability aside this is the unit they want in their home
S/B Condition Report
S/B Measure Sheet
Project Summary (Front & Back)
IVP Accept/Reject
% of home improvement companies that make it past 5yr mark
36.4%
Getting other estimates
Role play the “Price Shopper” close rebuttal
Low threshold
3-4” standard threshold, lower than your current tub, will prevent you from possibly having future trips & injuries getting in & out.
Inspection (At End)
Nobody else involved in the project design
9 Steps to Pre-Close
Present Price, Value Statement, Pin Deposit, Pin Payment Method, Pin Monthly, 4 Commitments, Peace of Mind, IVP, Assume Sale
% of customer’s not satisfied with home remodeling projects
70%
Other priority projects
Role play the “Investment ROI“ close rebuttal
6-Way Magnetix
Handheld shower head, can be taken down or left up, makes cleaning your shower & giving kids/pets bath easier.
Pre-Close (Presenting Price)
See the value in the one-year price
Value Statement
Recite value statement by-the-book
PEX Tools Used
Pro-Press PEX Fitting Tool
Full bathroom remodel
Role play the “Inflated contractor price” rebuttal
Lifetime Warranty
Lifetime manufacturer warranty, Will cover any issues w/ materials in project area, protects your home & your investment & provides peace of mind.
Upgrade (Acrylic Related)
Will only consider virgin acrylic
Will not consider re-ground acrylic
Steps 4 & 5
4) Company Story & 5) Testimonials
Turn the customer into a ”referral” & get them to understand their natural buying habits & decision making thought processes
30”x60”
32”x60”
34”x60”
36”x60”32”x32”
34”x34”
36”x36”
32”x48”
34”x48”
32”x54”