Sales Tools
Testimonials/Company Story
What is the 4th step to our sales process?
Patented technology that is used in hospitals for bacteria-protected surfaces.
What is Silver Shield?
This is to be used at all times when you have a price objection.
What is a marketing call?
This process is used to inform other departments/leaders on job accounts of any updates or solutions to problems.
What is chatter/chattering?
This company uses bath wraps and Jacuzzi as their material w/ sub-contractors.
Who is Home-Expo (formerly Bath Expo)?
Book to show a wide range of pricing from our competitors and to eliminate them from consideration.
What is a source book?
material that can bend/flex during extreme temperature changes.
What are pex plumbing?
outside of perceived risk of choosing a company, this is why a homeowner will not buy from you.
What is trust?
These documents are to be uploaded to all non-sold appointments but customer did receive proposal.
What is demo/maybe paperwork
When a company who uses subs has this to help solidify themselves as a company who uses in house installers Even though it’s still sub-contracting.
What is a captured Sub?
When presenting our pricing in a deferred manner and our estimate.
What is Pre-Close
This is a liquid coat applied to the surface for grout To prevent oxidation.
What is tile sealant?
This tactic is used when you’re unsure of what the customer means by their last statement.
What is mirroring?
This is the length of time minimum for PTO to be allocated to a sales pro at WSH.
What is 2 weeks?
Franchise Modeled business that uses virgin-acrylic material but does not have a anti-microbial protection on/in it.
Who is Re-Bath?
The biggest reason a homeowner won’t choose a company to do their improvements.
What is Perceived Risk?
This man-made material blended w/ pulverized and mixed w/ synthetic resins/dyes is often used in showers to help keep costs low.
What is cultured marble?
When a customer tells you a emotional reason as to why they can’t purchase, you use what to agree w/ them?
What is tactical empathy?
POA
What is Homeowner and POA on contract?
What is limited product warranty?
Identify/Agree/Isolate/Solve/Assume
What are the 5 steps to rebuttals?
This PVC mold that contains a U-Bend is designed to prevent sewage airflow into the bathroom.
What is a P-Trap?
These are strong “hold’s” that will help prevent excuses from not buying later.
The 12 tie downs/commitments
The core values of West Shore Home
What is Default Aggressive, Extreme Ownership, Get Better, Exceptional Teammates, Be Great, Do Right Thing?
When a glass company says they can remodel a shower, what are they not going to remodel
What is the shower pan and plumbing?