Products & PSQs
What does PSQ stand for? And What are the big 3 questions we must ask?
Product Specific Questions & Type, Age, Problems
What are our 3 Core Values?
We Lead, We Care, We Grow!
When do you set appointments for you to get paid?
a NEXT DAY (any appointment for tomorrow)
During the first part of the script (Intro & PSQs) what do we do when the homeowner tells us NO?
Acknowledge, Ignore, Resume (asking PSQs!)
Who said confidence is everything?
David Burr
Build me some Urgency on a Roof!
Type... Age... Problem...
List Potential Problems... (Lifting, Missing shingles, leaks, soft spots...) More money more problems
When was the last time you had your roof inspected?
What type of MINDSET do you need to have to be successful in the call center?
a GROWTH mindset
What is a pipeline?
Any appointment AFTER TOMORROW up to 4 DAYS OUT
During the 2nd half of the script (VoV through close) what do we do when the homeowner tells us no?
Acknowledge, REBUTTAL, back to script
What location is Tristan (allegedly) obsessed with?
The Club
What are some common OUT OF SCOPE siding projects?
Stucco, Brick, Asbestos...
What are the 5 KEY TRAITS?
Drive, Competitiveness, Grit, Positivity, Confidence
What is it called when we don't have a sales rep to send to the home? What does that appointment do to your pitch rate?
What are the 2 main types of Objections you are going to hear on the phone? (think rebuttal sheet)
FINANCIAL or NEED
What made monday morning so much fun!
Everyone's "Fun Fact"
Build me some value on BATH!
Type...Age...Problems...
WHY are you getting it done? Accessibility or Cosmetic?
That's exactly what we specialize in!!
Tell them our options... Ask urgency question
What is Pitch Rate? What percentage does it need to be?
The ratio of PITCH NO SALES (or SALES) to NO PITCHES.
70%
What are all of the types of REHASHES?
Pitch No Sales
When you make it to the option close and the homeowner tells you NO to the TIME, what do you do?
Acknowledge, Ask what their day is looking like (do you work a 9-5?), Find the Gap, TELL THEM you are going to put them down for a time, Wrap up!
What supervisor abducts cats?
Grace
Who are the 4 manufacturers for our products and what materials do they offer?
Sentrel - Composite Stone
Alside - Vinyl
GAF - Architectural Shingle
James Hardie - Fiber Cement
What are the 5 PILLARS of the CALL CENTER?
Attendance, Attitude, Pace, Rebuttals, Script
What are all of the types of Resets?
Cancel
No Rep Available
No Pitch
What are the Steps to a PIVOT? Bonus Point: What is the Product Order for pivots?
1. Repaired or Fully Replaced?
2. Congratulate them
3. Here at dabella we offer....
4. AIR + Build value on new product
ORDER: Roof, Windows, Siding, Bath
Which leader is not as tall as the fish he catches?
Farid!