10 Steps

Warm Up

100

What is the first transition question?

How long have you been thinking about upgrading your plumbing system today?

200

What is the second transition question?

What made you decide to do it today?

300

Another way to say “why”?

Oh really. What makes you say that?

400

The things we don’t discuss in the Warm Up?

Politics, religion and business. 

500

Two things we talk about in the Warm Up?

Things they spend their time and money on. 

Comp Story

100

Unscramble

n i n i a r

Rinnai

200

Current star rating on Google Reviews?

4.7

300

_____ of consumers taking lowest bud has MAJOR PROBLEMS in getting job completed. 

80%

400

_____ of all contractors FAIL within first two years!

96%

500

_____ complaints have been received by the BBB making the home improvement industry #1 on the hit list. 

10.7 million

Inspection

100

S

Set yourself up as an expert. 

200

E

Educate the customer. 

300

O

Ownership

400

C

Create urgency. 

500

S

Sell the reference list. 

Close

100

Verbatim pre-close

Other than price or payment, would there be any reason we couldn’t get your job started today?

200

WOL Question 1

How much did you think a project like this would cost?

300

WOL Question 2

Now that you see what we do and how we do it, can you see why we cost more than you thought?

400

WOL Question 3

Now that you’ve seen the price, about how long would it take you to come up with the money?

500

Close question?

Once your job of complete, would you write a personal check or go with a payment option?

Misc

100

R

Recommit 

200

E

Explain

300

A

Advantage

400

C

Customize

500

T

That’ll work for you, won’t it?