Pre-Appointment
What is the first thing a rep should accomplish in the first 7 seconds of an in-home visit?
Build rapport and create a warm first impression.
What is the goal of the needs analysis?
Understand the customer’s true motivation and “why,” not just the project.
Why do we point out issues even if we don’t sell that product?
To build trust and show we’re looking out for the homeowner.
What framework do we use to connect product features to homeowner benefits?
CAP — Characteristics, Advantage, Payoff.
What is the purpose of a tie-down question?
To confirm comfort and alignment before moving forward.
What should be included when setting the agenda at the start of the visit?
What we’ll cover, how long it will take, and what the homeowner can expect.
What happens if we skip layered questions and stay surface-level?
We miss the real motivation and risk losing the sale on price or indecision.
What’s the purpose of transitioning inspection findings into solutions?
To naturally connect problems to value-based recommendations.
Why do we educate on alternatives, even competitors?
To position ourselves as experts and shift focus from price to value.
What’s the difference between a true objection and a stall?
An objection has a reason; a stall is hesitation without a real blocker.
What’s the risk of not addressing “I’m not ready to decide today” early?
It becomes a stall later and weakens the close.
Why must needs analysis change depending on product type?
Different products solve different problems and emotional drivers.
How does inspection education reduce price resistance later?
The homeowner understands consequences and urgency before pricing.
Why should demos feel conversational, not scripted?
Engagement builds trust and keeps homeowners involved in the decision.
What framework do we use to handle objections at close?
LARIC — Listen, Acknowledge, Repeat, Isolate, Close.
Why is agenda-setting a control tool, not just politeness?
It establishes leadership and positions the rep as the guide.
What happens when all decision-makers aren’t engaged early?
Delays, follow-ups, and lost deals.
Why is holistic inspection a long-term closing strategy?
It builds credibility and increases future project opportunities.
How does financing increase close rate beyond affordability?
It reduces friction, normalizes investment, and enables upgrades.
What should always be scheduled if there is no immediate close?
A specific follow-up date and time.
Walk through setting up the agenda for a retail sales appointment
Ben to Approve/ Deny
Why does price feel “high” when needs weren’t fully uncovered?
emotional drivers, urgency, consequences, value gap
Name three things you might point out during an inspection that we don’t sell — and why that helps you close.
3 things: trust, advisor positioning, long-term value
Give three tie-down questions you should ask before presenting price.
comfort checks, alignment, permission-based closing
A homeowner says: “I need to think about it.” Is this a stall or an objection — and how do you respond?
stall identification + LARIC-style response