Overcoming Objections
The price is too high. How do we preempt this objection?
Cost vs. Value, price condition, and normalize the purchase method of financing.
For Reborn refacing jobs our first look lender is?
Momnt.
Can we modify the width of a cabinet?
NO
What tool can you utilize for an assumptive close?
Cornerstones
I only have 30 minutes.
Identify the customers' needs and wants to see if it is something we can do. Shorten Ingage to what is important to them. Buy every minute possible. Build value.
Which lender starts terms at time of completion?
Service Finance
Should we offer the 10% Costco rebate on all leads?
No, only Costco.
When do you use a recission close?
NEVER
I'm getting 3 bids.
Have them check off the cornerstones to get their commitment. Then ask what they are hoping to find in the other companies that they were not able to find with us. Make sure to sell our value and being above industry standards.
Which lenders begin at time of contracting?
Momnt and Greensky
Can we demo counter tops on a Costco project?
No
Once contracted you must complete what steps for post close?
Concierge contract review and scheduling the measure.
I only want a quote for painting my cabinets.
Kill slides, contractor's triangle, and cost vs. value.
What is the required down payment for a Reborn lead?
$0 right now with Momnt.
Yes and above the fridge/range
When should you perform a higher authority close and at what point do you perform it?
Every appt that you do not get a close on and before you pack up.
You don't have a color that I like.
We have done extensive research and selected only the most popular and sought after colors to ensure that our customers make a sound investment that is not just a trend.
What is the minimum and maximum down payment for a Costco project?
$1000 minimum and no max
Should we recommend another company for install services?
No, except for Costco services.
What 3 answers are we asking for at our pre-close?
Sure thing, maybe, or absolutely not.