Pella Process 1
Company Facts
Sales procedures
Paperwork
Pella Process 2
100
The purpose for the warm up
What is to build rapport, trust and to get them to start dropping their guard
100
Pella started in DFW in this year
What is 1977
100
A lead issued to a rep will be called back for rehash in ____ days
What is 7
100
The task that must be done BEFORE you create Provia spec sheets
what is upload to entry link
100
the step we do to let them know early on how discounts work and introduce them to the idea of financing
What is fair pricing drop/ sell the SIZZLE
200
The main fact finding part of the appointment is called
What is Discovery?
200
The Family who owns Pella still to this day
who is the Kuyper family ?
200
Reps are able to receive a burn in lead up to ____ before the apointment time
what is 1 hour
200
the step you must do in PQM that links it with sales force
what is hit the contract button
200
The steps that we want homeowners involved in so they can see the damage, test the windows themselves, continue discovery and make design choices for the home
what is the exterior and interior inspection
300
The step in the process that ensures we are on the same page and set expectations for the appointment
What is setting the agenda?
300
Pella is ranked the ______ largest window and door company in the USA
what is the 2nd?
300
The time all paperwork must be uploaded to get your sale measured the next day
what is 2 pm
300
the 3 documents that EVERY sale has to have
what is signed contract, proof of payment and discount calculator
300
something that should be done on EVERY from early on and continued throughout, usually peaking at halftime
what is price conditioning
400
an exterior inspection builds on 2 of the 4 pillars and they are
What is trust and need
400
Pella was featured in Fortune Magazine due to this list starting in 2000
What is Top 100 Best Places To Work
400
the unit inches required on glass below 18" from a walking surface that will need to be tempered
what is 72UI
400
the 2 steps required to cancel an order
what is message in salesforce and tag everyone and revert to active in PQM
400
the tool we have to normalize window pricing with a homeowner
what is cost vs value report
500
the 4 pillars of the Pella sales process are
What is Trust, Need, Tailor and Solution
500
Pella employs over _______ employees.
What is 10,000 employees
500
The 3 expectations or ways we can install windows in stucco
What is jump frame, cut back and installed with frame receptor and cut back and they repair post install
500
when a change order is made, the other files that must be uploaded with it are
what is updated discount calculator and updated financing
500
the goal of price discussion is to
what is open up conversation and steer them to the best viable option to meet their needs
600
the company story is
(acceptable if more than 3 of the following included)
what is 101 years old, started in Pella Iowa, Family owned, manufacture direct, most trusted
600
Pella has ______ manufacturing locations across the US and Canada
What is 20
600
the commonly missed step that ensures the scope of work and all details about the project are acurate
what is final review of contract before final pricing
600
this article of the contract is where the payment terms that must be initialed by the customer are located
what is article 2
600
this is where we give a hard price conditioning to set the final pricing expectation
what is half time price drop