General SP Knowledge
At System Pavers we bring people together.
What is Our Purpose?
Topsoil, flowers, sod and flower pots.
What are things System Pavers do not sell?
$400- $1200
What is the cost per appointment to generate?
Where can you quickly find equations for common shapes
Chapter 4, Sales Training Guide.
Lighting should not be noted on the Diagram since that will be installed at the end of the project.
False. Lighting should be noted on the Diagram, especially if it’s being added to steps or walls.
The point of the Trial Close is
To make sure that the client has no other concerns before discussing price. If they do have concerns, those need to be addressed before going any further.
The Trial close is the 4th step of our Sales Funnel?
False, it is the first step.
After we Present the Price why do we stay quiet?.
First to speak loses. You asked them a question, so now it is time to wait for their response.
30+ years.
How long has System Pavers been in business?
Freestanding, retaining, seat, and garden
What are Walls.
SP is insured, licensed and bonded in all states for the work we do
False.
California, Oregon, Washington, Arizona, or Nevada are all fully insured, licensed, and bonded.
Colorado and Texas are only insured.
You’ll create and share a final, finished drawing with the Homeowner.
False. You share a rough sketch with the Homeowner to get their buy-in before you spend time creating a nicer, detailed drawing on the Diagram Form.
Points of reference like the street, garage or back wall of the home should NOT be included.
False, they should be included.
All advertised promotions are announced by the call center
False, it is announced from marketing.
What is a good way to start a proper Trial close.
Aside from knowing the price, is this the design that you would like us to install for you?”
If painting the dream is the emotion, what is the logic?
Constructions steps and Warranties
Do the right thing, always be growing, find the positive, hold yourself accountable, put the team first.
What are SP Values?
They are 4x stronger than concrete.
What are pavers.
Refering a family or friend to do business with us can earn someone how much?
$500.
Should you use chalk or spray paint at this stage of the Appointment?
No. You’d be leaving your design behind for others to use and quote from.
The Diagram can include things like Homeowner-provided product, existing plant material that will remain and special information about the Homeowner like their birthday or their hobbies.
False. The Diagram should include project details, not personal details. Personal details should be included via notes in JPT.
Get Price Up and Set Aside is designed to do what
Build value.
If we don’t believe in the value System Pavers adds, the Homeowner won’t either.
True. They aren’t just buying a product, they’re buying our commitment to install, guarantee and warranty the work we do.
People _____ with emotion and ____ with logic
Buy
Justify
California requires a standard Surety Bond of 25k, but at system pavers we have a $_____ surety bond?
What is One million Dollars?
The significance of the Client Needs Analysis Form during the Discovery process is....
It’s used to capture information on the Homeowner, their planned project area, and their aesthetic preferences.
Should the Interactive Homeowner Experience always be done in a linear order?
No. It should be used as an interactive tool to address homeowner questions in the order that best suits them.
How do you go about measuring unusual shapes?
Break the large shape into a series of geometric shapes (square, circle, etc.)
You should use color in your Diagram?
Yes, adds life and provides visual distinction between elements.
All the Closes you’ll need have been presented during SPU
False. You’ve learn a few, but there are many more to learn as you adapt to your different Homeowners.
Why do we end the Trial Close with "Timing is everything, would you agree?"
We are reaffirming that timing Is everything. Because today will be the best time to buy for the best value, which they said mattered to them earlier.
When presenting the price, what word could you use right before the actual dollar amount?
Just or Only.
Why the warm-up is crucial
Because it makes the Homeowner like you, trust you and see you as an expert.
Discovery is the first step to the Sales System
False.
Where does the home improvement industry rank in customer complaints?
The home improvement industry ranks #2 in customer complaints.
Six things to consider when taking pictures during the Appointment
Proposed project (construction) area
Access points
Difficult access points
Points of interest for construction
Areas/things that are important to the Homeowner
“Before” shots
The last step in drawing the Diagram is to determine how the project will fit on the Diagram Form, so what scale you’ll be using (or not.)
False, it is the first step.
Our process include more than just showing the Homeowner the price, whats the process
It builds value
It gets a couple of yeses before the big yes
It points the Homeowners’ eyes to the beautiful System Pavers installation that they could enjoy with one simple yes
Why is it important to say "We will also go over the advertised promotion and any other options that are available to you, sound good?"
We are reassuring that there are promotions available should the price be more than expected so they know even if it seems high, it could still work in their budget given the promotion.
What should you be doing during the Present Price step of our Sales Funnel?
Show the Diagram and speak to it
Describe the Detail, incorporating details learned about them/their intended use
Review the construction steps
Get two yesses
Review Warranties