TIE DOWNS
WHAT IS THE TIE DOWN QUESTION DURING THE PRODUCT DEMO?
IS THIS THE QUALITY OF MATERIALS YOU WANT ON YOUR ROOF WHEN YOU GET THIS DONE?
WOULD YOU WANT TO SETTLE FOR BUILDER GRADE MATERIALS JUST BECAUSE OF A LOWER PRICE?
AN OBJECTION IS ONLY A REAL OBJECTION IF YOU CAN WHAT?
WRITE IT DOWN!
WHATS THE FIRST STEP IN THE 10 STEP PROCESS?
PREPARE
WHEN DO YOU USE A CIRCLE CLOSE?
ONCE THE HO HAS OBJECTED TO THE PRICE
WHAT DOES THE ACRONYM S.E.O.C.S. STAND FOR?
SET YOUSELF UP AS THE EXPERT
EDUCATE THE HOMEOWNER
OWNERSHIP OF THE PROBLEM
CREATE URGENCY
SELL YOURSELF AND YOU REFERENCE LIST
WHATS THE TIE DOWN FOR THE COMPANY STORY?
DOES BEST CHOICE ROOFING SOUND LIKE THE TYPE OF COMPANY YOU COULD TRUST YOUR HOME TO FOR THIS PROJECT?
WHAT DOES A RED LIGHT, YELLOW LIGHT, AND GREENLIGHT OBJECTION REFER TO?
GREEN - PRICE
YELLOW - TIME
RED - ANYTHING ELSE
DURING WHICH STEP, SHOULD YOU FIST START DISCUSSING SOLUTIONS?
STEP 6 - PRODUCT DEMO
WHATS THE FIRST STEP OF THE CIRCLE CLOSE?
SHOW EMPETHY
WHAT DOES THE ACRONYM F.O.R.M. STAND FOR?
FAMILY
OCUPATION
RECREATION
MISCELLANEOUS
WHATS THE TIE DOWN FOR INSPECTION RESULTS?
WOULD YOU AGRRE THAT THE BEST CHOICE FOR YOU HOME IS A NEW ROOF?
SO, ITS REALLY NOT A MATTER OF "IF" BUT WHEN, WOULD YOU AGRRE?
WHAT DO WE ABSOLUTELY NEVER DO AT THE T2 OBJECTION?
TRY TO OVERCOME IT OR OFFER A SOLUTION
DURING WHICH STEP, WOULD YOU USE THE 2, 4, 1 METHOD?
STEP 7 - PRE-CLOSE
WHATS THE 3RD STEP IN THE CIRCLE CLOSE?
ISOLATE TO THE PRICE
WHAT 3 THINGS SHOULD YOU ALWAYS HAVE WITH YOU DURING YOU STEP 6?
TABLET
ROOF IN-A-BAG
SHINGLE SAMPLES
WHAT ARE THE TIE DOWN QUESTIONS DURING THE WARM UP?
VERBATIM
T1 - HOW LONG HAVE YOU BEEN THINKING ABOUT PROTECTION YOUR HOME WITH THE BEST CHOICE IN ROOFING SYSTEMS?
T2 - WHAT MADE YOU DECIDE TO BUY TODAY?
WHAT SHOULD WE DO WHEN HIT WITH A YELLOW LIGHT OBJECTION?
ESTABLISH A TIME FRAME
WHATS THE NAME OF THE STEP FOLLOWING STEP 8?
PAPERWORK
WHAST THE PHRAZE WE USE TO GAIN A COMMITMENT FROM THE HOMEOWNER TO THEIR TERMS, ONCE THEY TELL US WHAT THOSE TERMS ARE?
IF I COULD, WOULD YOU...
WHAT DOES THE ACRONYM F.A.A.B. STAND FOR?
FEATURE
ALTERNATIVE
ADVANTAGE
BENEFIT
WHATS THE TIE DOWN FOR PRE CLOSE?
VERBATIM
OTHER THAN PRICE OR PAYMENT, IS THERE ANY REASON WE COULDN'T GO AHEAD AND GET YOUR PROJECT STARTED TODAY?
WHAT IS THE 1, 6, 7 METHOD FOR OVERCOMING OBJECTIONS?
STEP 1 - T1
STEP 6 - TIE DOWN
STEP 7 - TIE DOWN
DURING WHICH STEP, SHOULD YOU GET YOUR FIRST OBJECTION?
STEP 1 - WARM UP
WHAT ARE THE ONLY 5 TOPICS WE DISCUSS AFETR ROLLING OUT THE PRICE?
DOWN PAYMENT
MONTHLY PAYMENT
INTEREST RATE
TERM
PRICE
WHAT ARE THE DISCOUNTS WE OFFER ON SAME DAY CLOSE APPOINTMENTS?
50% OFF LABOR
$250 INSTANT REBABTE
5% FOR SAME DAY DISCOUNT
DESTINATION MOTIVATION