Show:
Timeline/Urgency/Hot Buttons
Planner
Measure/Design
Pictures
Price Conditioning
100
What is a hot button?
An emotional topic for the customer. Press it!!
100
Where are you leading the customer when asking, Are there any other home improvements projects that will affect this project?
How many projects do they having going on? Is this project their top priority?
100
You must have tape measure, pen, planner and _______ with you when measuring the project.
The Customers
100
Describe to the customer what they are looking at....
100
What is price conditioning?
A strategy that prepares the customer for the investment of our product/services. Avoiding sticker shock at price presentation
200
Why do we create urgency?
To bring the customer to a buying decision sooner rather than later
200
Have you had a sunroom before? And the customer answers "Yes" , What are two additional questions you could ask?
What did you like about your sunroom? Who did you purchase that room from? When did you purchase that room? Do you remember how much you invested in that room?
200
When reviewing the project from the yard what is your single slope or gable style roof conversation with the customer?
Based on your existing roof lines a single slope roof would fit nicely here. I'll show you some pictures when we go back outside.
200
Describe this picture to your customer
Picture #2
200
Give an example of subtle price conditioning.
Wow this is a large deck.
300
What is the question in your project planner that gets the customer to give you their timeline?
Number 4 on each planner: PE- How soon do you see yourself using this room? Stanek- When do you expect to have your windows installed?
300
What is one question you would ask to make your company story more impactful?
What are the top three things you are looking for in a company for this improvement?
300
Your customer has a 45x54 DH kitchen window to be replaced, what design ideas are you talking about?
This is a great window for viewing your beautiful backyard. Most of my customers have changed from a DH to a 2LS for ease of operation, is this something you'd consider?
300
Tell the customer the Feature and Benefit to this picture
Picture #3
300
Give an example why somethings cost more than others. (unrelated to our product)
I have two cans (1 gallon each) of white paint and one cost $10 and the other cost $40. Why is one 4x more than the other? the better one may have; - single coat coverage - added primer - longer warranty
400
Give an example of a question you would ask to find a hot button
Have you ever had a home improvement before?
400
When asking the customer if they have considered financing and they state, No they will be paying cash. What are your responses?
Is all the money under your mattress? Would you like to use our money for free? Keep an open mind, I have some very attractive financing packages to show you later. Great, we actually take cash and/or your favorite credit card.
400
What are some features and benefits to changing to a casement style window?
More ventilation Easy cleaning unobstructed view
400
How are you describing this picture to your customer
show interior of roof Picture #4
400
What third party information would you use to help with Price Conditioning?
Before and After pictures with location and dollar amount on them. Remodeler magazine cost vs value report
500
Give a statement you use to create urgency.
How long has it been this way? Wow, I can feel the cold air....
500
Your customer states they want a four season room. Give three questions you could use to dig deeper.
What's your definition of four season room? How are you going to use this space? Did you plan to open up your house to this space? Is your plan to heat this space 24/7?
500
List five items your looking at when measuring an existing deck for their new room.
LxWxH / Deck supports / Roof tie in area / Electrical / Plumbing - Vents obstructions/ Landing area for stairs/ Access to new room/ Electrical to room / box inspection Double rim/ Existing footings / Joist / Deck attached to home/
500
Creatively describe this picture
See if the design consultant asks a commitment question.
500
Give an example of price conditioning when speaking about gable roof verses single slope
The gable style is a great design and usually runs 15% to 30% more...