I get asked about this one sometimes:
In the 80's Sears and AMRI and Pacesetter used this approach to selling home improvements. It's not really how I do it but there's value in all of these steps to a professional sales person. Even the most timid of sales persons needs at least 8 of these steps. The pre-close isn't entirely necessary except in well established "one call close" companies. My company isn't one of those. We give people time to compare, ask questions and do research to find out that we're the best option out there. On the other hand, Statewide Remodeling, Sears, Clarity Windows, Pella and other really big names with really big price tags have to do the one call close.
If you're in sales though, these are good to know and good to see.
Ten Steps To The Sale1. ENTRY
Go to the couch or the dining room table. Table is best. Take control of the television to avoid distractions. (Looking disconcerted and having trouble concentrating are great reasons for your customer to turn down or off the television)
- Home, Kids, Work, neighbors, neighborhood, sports, family interests, look over the pictures and books and get a feel for the home and things you may have in common. Being able to relate to someone helps you buy from them.
J, M Do you have any Q’s about my company?
J What impressed you most about The Window Connection?
M What did you really like about The Window Connection?
J, M Could you TRUST The Window Connection to do EXCELLENT work and serve your needs for FUTURE WORK.
Variety of services
Look for dominant buying motives
Ask questions to move ideas to genuine concerns
Get customer’s “drive-thru order”
Health - Drafts lead to colds and flu, bronchitis and pneumonia.
Moisture causes mold and related bacteria build up and infiltration.
Allergies are inflamed due to pollen and dust infiltration.
Comfort - Drafts limit how much of our home is useable.
Drafts cause some rooms to be warmer or colder than others.
Drafts move the curtains and keep us from sitting by the windows and doors.
Convenience - Being able to clean ones windows.
Being able to see through the clean windows.
Screens to ventilate and air out the house at will.
Safety - Locks prevent intruders and keep our homes safe.
Night latches allow safety even when allowing ventilation.
Windows that operate properly assure means of escape in case of fire.
Security - Keeps our personal possessions in our possession.
The appearance of new windows makes crooks move on to the neighbor’s house.
Double locks on insulated glass are the most secure windows money can buy.
Peace of Mind - Knowing that our home is airtight and not in need of repair.
Knowing that our home is safe and secure.
Pride of Ownership - Nothing says, “I love my home” like new windows.
Very few things in life are truly wonderful and truly attainable… windows are both.
Property Value Added - Windows add 109% of their cost to a homes property value on the day they are installed.
Aesthetic Value – The beautiful appearance of new windows is like a facelift on your home. Windows are our homes eyes to the world. What we see and what the world sees.
Energy Savings - Windows built today are 30% more efficient than windows built just 10 years ago.
New windows are up to 40% more efficient than single paned windows.
**** Quick Inspection Time *******
J. ? What’s most urgent?
M.? What do you loose sleep over?
J, M ? WANTS, NEEDS, What’s your #1 priority?
Close Step 4…Does the customer need it? Establish if there is a real need for our product.
Product Presentation (Present the window sample)
J.? What impressed you the most?
M.? What did you like?
J, M? Where did we over-do-it? Is there anything we don’t need?
When and if you ever decide to put ______ on your home is this the product you’d like?
Many of my customers tell me that they feel like their windows are custom-made for them. Isn’t this exactly the window you want to solve your problems?
Feature, (Jargon)…which means to you…Benefits…
CONDIMENTS “Toothpick” (senses) Do you feel like. Do you think that…..can you see that……
We need and want your business, too. Most importantly, installers to keep busy. WE NEED YOUR BUSINESS TODAY.
X The YOU factor (people will do business with you if they like and trust you)
/ Reduce to the ridiculous (only $.02/day!!!). Downsize the project to become more budget friendly. (good warm-up and the ability to ask their budgeting number can be a great tool)
Tell me again why it is we didn’t do business today?
Just to help me to become a better servant of the next family I go see…………..
Do you have any friends that you think might benefit from the windows that you’ve seen here today?
Maybe a Christmas card list that has someone who may need my help?