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?
Do they have other projects competing for the same dollars?
Is this project their top priority?
100
You should have tape measure, pen, planner and _______ with you when measuring the project.
The Customers
100
What is the best sunroom product that we sell?
The one that fits the homeowners needs.
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?
Is there anything that you did not like or would change?
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 inside.
200
In 2017 why would this NOT meet the new codes?
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?
300
What is one question you could 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 venting this area. Most of my customers have changed from a DH to a 2LS for ease of operation, is this something you'd consider?
300
Your homeowner looks at their watch three times...what question should we ask?
Are we doing OK on time?
300
Give a price conditioning analogy (unrelated to our product)
Every car has four wheels but the cost vary dramatically depending on features, warranties...
400
Give an example of a question you would ask to find a hot button
Have you ever had a home improvement before?
Have you seen any pictures that you like?
400
Should we ask the customer if they plan on using our financing?
No. Ask them if they have seen our financing offers and explain them.
400
What are the four steps of our sales process?
Approach
Qualification
Presentation
Closing
400
What are you looking at here? What type of installation would you recommend and why?
400
What third party information would you use to help with Price Conditioning?
Remodeler magazine cost vs value report
500
Give a statement or question you use to create urgency.
How long has it been this way?
Do you have any special events that you plan on using the sunroom for?
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?
Is your plan to heat this space 24/7?
500
List four items you take into consideration when evaluating for a room on an existing deck.
Was a permit obtained
Electrical - Plumbing - Vents or other obstructions
Height of deck floor off grade - Height from deck to soffit
Existing footings - Joist spacing and size - Cantilever - Deck attachment to home
Landing - Steps
500
How could we respond to the following objection " We want to let you know that we have other priorities and simply want a price"?
Where do we rank on the priority list?
Can I ask what those priorities are?
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...