the pre close
What is the pre close question (verbatim)
Other thank PRICE or PAYMENT, WOULD there be any reason we couldn’t get your job started today?
This is the close question
Once your job is complete and you’re 100% satisfied are you in a position to cut us a personal check or take advantage of one of my payment options ?
What is the objective of the warm up
Bring down the shield of ice
what does U A C stand for ?
Understand
alter
convert
If i have a signed contract for siding , porch overhang , deck, porch, concrete , carpentry , bathroom or masonry and its august 30th but the home owner doesn’t have a 1/3 down until Tuesday sept 4th… do i post on group me?
Bonus: if a home owner says they will call in their deposit the same day or they will bring a check to the office do i post it on group me?
NO
NO
When asking the pre close question you will either get a blank or a blank
positive or negative
you’ve asked the close question… now what?
Shut the &%#$ up
How long Is too long of a warm up
No time limit
What does F A B stand for?
Features
advantages
benefits
what items do you need on acculynx to get your roofs approved ( 4 things)
Signed contract with all sections filled in
work order
vent diagram
financial worksheet
I’m not going to let the price or payment get in the way of this job is a type of what…..
Commitment ( commitment statement)
You got a positive pre close but then got BS after the close question. What process do we go to
Walk of life
The warm up is ending and now its the inspection process.. what is your goal?
Get the objection
3 part question
how many sq ft of roof does ice and water cover?
how many sq does pro armor cover?
how many lf does 1 bundle of starter cover
180 sq ft
10 sq
100 LF
How many questions are in the walk of life?
also what are they
4
1)was it more than what you thought?
2)how much did you think it would cost
3) now that you’ve seen what we do and how we do it can you understand?
4) now that you’ve seen my price how long?
when receiving a negative pre close you need to do what?
Stop! Acknowledge it and address it then move forward To presenting price
If you get BS what percent are you closing that job at
20%
What do you not discuss or bring up during a warm up
Politics or religion
What is it called when you show a customer product and let them feel the products?
Selling to the senses
What comes after the inspection ?
Measure and price
Please give me the correct format when presenting price
Retail Price / discount / new price
payment / payment / payment
“ that’s an ok price, i like the interest on that as well.. unfortunately i wont be able to pay for the roof until i get my taxes back, and I will probably still have to finance it And make payments”
What objection are you attacking and what is your plan you’re using to move this job forward today?
Time objection
1 year or 2 years same as cash
you ask the homeowner ”what made you decide to buy from me today”? They reply “WAOH! I’m not buying today” you say this….
“Oh really what makes you say that”?
You finished the product demo… what do ask the customer
“ we went over a lot , do you have any questions?’
(Not the pre-close) BONKKKK
What does NFA stand for
Net free area