Goals
Step 1 Goal
What is profile the customer? (Homeowners, Verifiable Income, All decision makers)
Step 1 Commitment
What is "With as long as you've been in the house, I imagine it would take a stick of dynamite to get you guys out of here"?
The increments at which we isolate payment
What is 850 to 500, then 25..50..75..100 away from 500
The add commitment question
What is "After I showed you my system what were you expecting my price to be?"
The process of leaving the table while the homeowner contemplates buying
What is a porch light?
Step 2 Goal
What is create urgency?
Step 2 Commitment
What is "Based on the evidence we just found and the pending damage to your health and home, is it safe to say this needs to be addressed sooner rather than later?"
An appropriate way to ask for credit score and down payment
What is "Whereabouts are you credit wise" or "On a scale of 1-10 how good is your credit"
AND
What is "As far as a down payment goes what could you comfortably put down to get started" or "Homeowners generally put down 20%, what could you comfortably put down today?"
The 3 points we hit on every product in the add
What is Benefit, Tie Back, and Value?
The process of a last-ditch effort to close the deal today
What is a door step?
Step 3 Goal
What is sell the merits of the company?
Step 4 Commitment
What is "A one time investment in a clean, safe and dry basement would be a wise investment, wouldn't you agree?"
The last thing you do after explaining the flex install before showing discount
What is ask for a favor on a yes or no today?
The multiply commitment question
What is "Do you see any risk doing business with Erie?"
The name we give a homeowner ANYONE could have sold
What is a rollie
Step 4 Goal
What is eliminate financial risk?
Step 3 Commitment (2 Part)
What is "Would you have any reservations doing business with Erie?"
AND
What is "If you could get this done either the industry standard way or Erie's way...and both ways were affordable...which way do you prefer to get it done?"
Two things that should be done on every 3rd drop (Marketing Agreement)
What is a call to the manager
AND
What is filling out a Advertising Consent and Release Authorization?
The subtract commitment question
What is "I don't think you want to cheapen the project to save a couple bucks, do you?"
3 things that SHOULD be done on every sale (Step 10)
What is call in the order, revisit the basement, and offer gifts (mugs & vacation)
200 POINT BONUS for those 3 reasons + placing a yard sign
Step 5 Goal
What is make them fall in love with the product?
Step 5 Commitment (2 part)
What is "Is this system, Erie's solution, the system you want to resolve all of the problems we've uncovered today"
AND
What is "Would you want anything less than Erie's solution?"
The set up for first disount
What is "My Job...You Said...Id love...This Price...But Since your so serious"
The divide commitment question
What is "I don't think you're saying my product isn't worth every penny, it's just a little more than you were hoping to spend when you woke up today, is that fair to say"
OR
"I don't think your saying my product isn't worth it, it's just more than you were expecting to spend. Is that accurate?"
The 3 monthly bonus tiers with the volume needed to hit and their corresponding percentage rate
What is
Level 1 - 50k in volume 1% bonus
Level 2 - 100k in volume 1.75% bonus
Level 3 - 150k in volume 2.5% bonus