Top Down
What is an ideal dream package / first package?
EVERY PRODUCT!
What are the 3 payment factors
.02 / .015 / .0114 or / .0115
What are the 2-3 Things you MUST DO after each sale
Commission sheet
Scan Deposit to Missoula Installs
Scan POI to Finance (IN PDF FORMAT)
When the customer says no, you....
ASK QUESTIONS AND NEGOTIATE
When is a CXL allowed?
What is the 5 point concept of the closing sequence?
Horizontal
Vertical
SOW
Credit
Efficiency
What plan gives the lowest monthly payment?
7.99/240
How do you create a proposal for 2 different products?
Ex (GW3P and GW2P)
Create one proposal, save and create a separate proposal with the other product.
What is the word track to switch from package A to B?
Unfortunately, this package isn't quite affordable for you. Lets look at a package that you can afford.
What about package A did you absolutely LOVEEEE that you want to include in package B?
What do you do / say to a customer when they call in panicking and screaming at you to cxl?
I am confused John and Mary, What changed from last night that is causing you to want to cxl?
(Then pass the info along to a manager to help save)
"IDK what to do from here, this never happens to me. Let me pass the info to my boss and they will be in contact."
How many steps are there actually in the closing sequence?
10
What is the fee on a 1 year Deferral?
8-11%
When a name is misspelled on a contract, what is the proper process to do when it is a finance deal?
Get an addendum confirmation that is SIGNED BY THE CUSTOMER.
No texts allowed
What is the response when a customer gives an objection on Multiple bids or I need to think about it?
Which is it for you?
What is the proper way to save a deal?
IN PERSON
(You sold it in person, save it in person)
How many times do you ask for the business in the closing sequence?
7-10
What would the payment be for a 20,000 job with a 6mth deferral and a 650 credit score?
You can't get that one lol.
Credit won't allow it
What are all the things you need done for each sale?
Contract
Finance packets
POI
Deposit
Commission sheet
Hover?
What 3 are the key important things included in a next day call?
Expectation on second call
All paperwork is secure and we are working on your project
Congratulations AGAIN on the decision you made!
What are 3 ways to prevent cxl's?
Proper expectations
Leave behinds
NDC
Welcome call
Clear communication
What should you do if you don't know where to go on your top down process?
Send a picture of the bid sheet to the MOD for help.
What is the payment factor for a Service plan (6 mth deferral @180 months)
.0107
What do you need to do when you mess up an address on a contract PRE 78?
Get new lead packet signed
Get addendum signed
Both with correct addresses.
Scenario: OLD AF lady who is unaware of their DM power and finances, but you know this is a project that needs to get done...
What do you do?
Create urgency with Homeowner and find a co app or POA
You get a call randomly from a customer 4 days after recision has ended. What do you do?
Don't answer and wait for a voicemail to decide the best course of action.