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- 1. Open Ended1.) Hope. What were you hoping the price would be? 2.) Expecting. What are you now expecting the price should be after seeing bottom line secrets and consumer reports. 3.) Most People. Your not far off at all. Most people are expecting it to be...
- 2. Open Ended1st you Verbalize the job description being specific about colors. then you say "and believe it or not all of that only comes out to" and then state your retail price. we have 2 types of customers. Those that pay check or credit and those that utilize financing. Which one are you?
- 3. Open EndedLeaf Filter uses Hangtite brand aluminum hidden hangers and 1 1/2 " Inch woodscrews.
- 4. Open EndedLeaf Guard or K Guard uses the reverse curve surface retention technology. It does not handle heavy rains very well and it collects debris and animals such as bees and wasp. This product requires that you replace your entire current gutter system and it cost 40 to $60.
- 5. Open EndedGutter Helmet is a product that installs under or over the the shingles. it uses the reverse curve surface retention technology. which gets clogged with debris, and requires maintenance. It is not appealing and can be a nest for bees and wasp. This can cost 30 to $40 a foot.
- 6. Open EndedThis is a sponge like product, which impedes water flow, by reducing the volume of water a gutter can handle. It does not eliminate maintenance, and has holes that allow debris to accumulate. This product cost 10 to $12 to install per foot.
- 7. Open EndedLeaf Relief is a product that sits inside of the gutter like a tray, and has no pitch to it. so it does not self clean, and it also does not come with a life time warranty. this product typically cost $20.00 per foot to install.
- 8. Open EndedPrice conditioning is used to get your customer use to hearing prices in the Hundreds and Thousands of dollars and it is also used to kill your competitors products.
- 9. Open Ended1.) it Eliminates a customers Gutters from ever being clogged again. 2.) it Eliminates the customers need for any up keep or maintenance. 3.) it does not disturb the roof or shingles in any way, shape, or fashion.
- 10. Open Ended1.) it Eliminates the customers consideration of other products. 2.) it Price Conditions the customer. 3.) it Removes the Shop Around Objection from the customer. 4.) it Establishes Leaf Filter as the only Solution.
- 11. Open Ended1.) General Contractor. The person hire to do the repairs. 2.) Sub-Contractor. The person who installs the product. 3.) Retailer. The store that sells the product. 4.) Distributor. The person who ships the product. 5.) Manufacturer. The person who makes the product.
- 12. Open Ended1.) Tiger Striping. 2.) Gutters that are loose or pulling away. 3.) Erosion of dirt. 4.) Existing Gutter Protection. Ask for likes and dislikes. Explain how wood is like a candle wick.
- 13. Open Ended1.) it Establishes to the customer that you are an expert. 2.) it also Identifies the need for our product. 3.) it Creates a sense of urgency for the job.
- 14. Open EndedBy reminding the customer of cleaning their gutters. We are now bringing back to the front of the customers consciousness how unpleasant maintenance really can be and how they should consider Leaf Filter as a sensible long term solution.
- 15. Open EndedLeaf Filter does it all because of the following. 1.) It is made by Leaf Filter. 2.) We sell it. 3.) We install it. 4.) We service it.
- 16. Open EndedThis is something you want if not now then later Right? Since it's not a matter of if, but when, let me show you how to save by considering this now. If I can give you a price or payment that fits in your budget, Is there any reason besides price or payment why you wouldn't do this today?
- 17. Open EndedYou should say: John and Mary we have spent a lot of time here today. Can you do me a personal favor? Can you just keep an open mind to a fair business proposition?
- 18. Open Ended1.) it Adds up the benefits and qualities of the Leaf Filter product. 2.) it Subtracts the disappointment of a cheaper product. 3.) it Multiplies the intangibles of ownership such as peace of mind, convenience, safety, and warranties. 4.) it Divides the extra expected cost difference over time.
- 19. Open Ended1.) Listen. 2.) Acknowledge. 3.) Restate. 4.) Isolate. 5.) Close.
- 20. Open Ended1.) The Coupon Discount which is 100 to $250 off. 2.) The Same day Order. This is a double coupon or 15 percent off. 3.) The Flexible Installation Discount. This is typically 20 to 25 percent off. 4.) The Commercial rate discount which is usually 30 to 35 percent off.
- 21. Open EndedThe Leaf Filter system is called the XELA Filter Shield which is pronounced Zeela. It is a self cleaning filtration membrane. Which is made of surgical grade stainless steal micro mesh and a virgin vinyl frame.
- 22. Open EndedWhat did you like best about Leaf Filter? Then pause for a few seconds to allow the customer to answer your question. Then respond to the customer by saying: most customers like the steel, vinyl, and tune up Leaf filter provides ect...
- 23. Open EndedYou subtract value from the Leaf Filter system by removing each individual quality the Leaf Filter system has that sets it apart from other systems. No one wants to trade quality for price if they don't have to do so.
- 24. Open EndedYou multiply the value of Leaf Filter by talking about its priceless attributes. Such as the warranty, the safety, security, and peace of mind of purchasing the #1 product on the market.
- 25. Open EndedAs the saying goes. Not only do you get what you pay for, but cheap things aren't good and good things aren't cheap. Then divide the extra over time to make the price not seem that huge.
- 26. Open EndedN.A.R.I. stands for National Association of the Remodeling Industry.
- 27. Open EndedA Tie Down statement or question sounds something like this. I imagine that you see the benefit in making your gutters maintenance free while protecting your largest investment right? Would you agree that projects that protect us and our largest investments are best done sooner than later?
- 28. Open EndedAsking the customer this question forces the customer to tell you the do's and do nots on how to properly close them and make the sale.
- 29. Open EndedThe theory is If you tell the customer something they may or may not believe what you are saying, but if you manage to get the customer to say that very thing then it becomes fact and reality.
- 30. Open EndedThe Gold Star Award for going 3 consecutive years without a single complaint from a home owner. In the home remodeling industry this is extremely rare.
- 31. Open EndedThe Super Service Award. Which is only given to the top 4 percent of companies on this site.
- 32. Open EndedConsumer Reports says that Leaf Filter Gutter Protection is the number 1 professional installed system available in the market. It is ranked #1 for Build Up of debris. Heavy rain Flow. Severe rain Flow and Ease of Installation. and it was tied for the lowest price.
- 33. Open EndedLeaf Filter is currently ranked as the 5th Largest Home Remodeling Company in the United States according to the Qualified Home Remodeler Magazine.
- 34. Open EndedYour gutters are designed to remove water and waste away from your home. Your gutters are also designed to keep water away from your Fascia and Soffit, your Foundation, and Siding of the home.
- 35. Open EndedOk You need to think about it ? Great how long do you need? The customer will always give you a time frame. Then you respond by saying Wow that soon. Then you bring it back to the price and close.
- 36. Open EndedI can appreciate that. I hope your not just saying that to get rid of me are you? Great. So I'm assuming you are looking for a company that has the Gold Star award with the BBB, has the Super Service Award with Angie's List, and something that doesn't interfere with your roof?
- 37. Open EndedI can appreciate exactly how you feel, however there are only 3 results that could happen. you could receive a higher price. you could receive an equal price. Or you could receive a cheaper price but cheap things are seldom good and good things are seldom cheap.
- 38. Open EndedI understand how you feel, however you give me $4000 and they give you $4500 in added value to your home. That would be a good thing right? Real estate experts agree you increase your homes value dollar for dollar what you invest in your roof.
- 39. Open EndedLeaf Filter was Invented in 1998 and was Patented in 2003
- 40. Open EndedLeaf Filters Manufacturing offices are located in Plainwell, Michigan and the Corporate offices are in Hudson, Ohio.
- 41. Open EndedThis type of screen has big holes that allow pine straw, oak tassels, and shingle grit inside. It is installed under the shingles which voids warranty, and cost 3 to $4 a foot but is a waste of money because maintenance is still needed.
- 42. Open EndedIt is my job to ensure a steady flow of orders into our factory everyday. You said you definitely want it done if not now then later. I'd love to have your business anytime but I need it now. We have a need for immediate orders according to our schedule.
- 43. Open Ended1.) First justify your reason and discuss your urgency for orders before you offer a discount. 2.) Second, establish the price and when it's available (anytime) to create customer urgency. 3.) Finally, explain the discount and factory direct price available today and ask for the order!
- 44. Open Ended1.) Listening helps you find the true objection and tells you how to close them. 2.) Acknowledging shows empathy and shows you are listening. 3.) Restating draws out more information. 4.) Isolating helps make sure there are no other objections. 5.) Closing is the final result of this process.
- 45. Open EndedOk How much too much do you feel the price is?
- 46. Open EndedThere might be something else I can do to save you some money, but we would have to agree on some conditions. If it meant saving you some more money. Could we install your project anytime in the next 3 to 4 weeks? We are getting the customer accustomed to saying yes.
- 47. Open Ended1.) could we install on a Saturday? 2.) can we install on 24 hours notice? We are getting them accustomed to saying yes. Explain weekly schedule and that some customers reschedule on short notice. If you agree we would charge back a portion of labor back to the installation department.
- 48. Open EndedIt means the actual cost to generate an appointment, make the materials, and pay everyone involved in a sale.
- 49. Open EndedYou establish your an expert by asking pointed questions pertaining to potential problems they may currently have, or identifying potential areas of concern.
- 50. Open EndedWhat were you hoping a project like this cost? Then pause and allow the customer to give you a price and then follow up by asking the customer. How did you come up with that price?
- 51. Open EndedAfter seeing Bottom Line Secrets saying to expect to spend 3500 to $6000 and Consumer Reports saying Leaf Filter is the #1 product on the market. Plus the tune up that we give the gutters. I know you would expect it to be at-least 20 to 25 percent more right?
- 52. Open EndedYour not far off at all. Most people are expecting a project like this to come in at around $3000. So were not far apart.
- 53. Open EndedAll of these intangibles add up to a purchase that you can remain confident will continue to exceed your expectations year after year. Protecting not only your home but yourselves.
- 54. Open EndedYou see, we could systematically start to remove all the things you love about the Leaf Filter system to get you a cheaper price but you would have to settle for a far inferior product. Which I'm sure you don't want to do.
- 55. Open EndedAs a company we had a choice making our product. We decided to make the highest quality product to deliver to our customers and I'm glad you feel that we made the right choice.
- 56. Open EndedFirst, justify your reason and discuss your urgency for orders before you offer a discount. Second, establish the price and when it's available (anytime) to create urgency. Finally, explain the discount and factory direct price available today and ask for the order!
- 57. Open EndedIt is to question down the prospect, and funnel the objection, regardless of what it is, into a price objection.
- 58. Open EndedHis name is Blake Koch and he is driver number 11 and he paints his car pink once a year to bring awareness to breast cancer.
- 59. Open EndedLeaf Filter is ranked #3 overall best contractors according to Remodeler magazine.
- 60. Open EndedWe do this by establishing our companies credentials, longevity, and satisfaction rating. We ultimately want to establish that we can be trusted and that we are going to be committed to their satisfaction. We do this again by listening to what they are going to tell us.
- 61. Open EndedWould you put this product on your home?
- 62. Open EndedStep 1 replace the stainless steel with a nylon window screen. Step 2 replace the virgin vinyl frame with cheap plastic from China. Step 3 replace the skilled contractors with any random contractors available to save cost.
- 63. Open EndedSo think your saying it's not worth the extra quarter a day, it's just a little more than you were hoping to spend. Isn't that what you are really saying?
- 64. Open EndedThat customer may not be telling you the truth about their lack of finances and it is not the size of the discount that motivates them the buy but the justification of the price reduction. Which also creates urgency.
- 65. Open EndedPay attention to things in and around the home that will show the homeowners interest. Then start a conversation with the customer about those things.
- 66. Open EndedHave you ever hired a contractor to do work on your house and how did it go? Also when you have work done on your home, what qualities or traits do you look for in a company that you are going to hire?
- 67. Open EndedWould you have any reservations at all about having Leaf Filter do the work for you on your house?
- 68. Open EndedFirst you should never consider a product that installs underneath the shingles. Second if your looking to keep debris never choose something with an opening.
- 69. Open EndedThe objective of the pre close is to clarify that the only two factors remaining at this point is the price and the terms.
- 70. Open EndedAs the saying goes, not only do you get what you pay for, cheap things aren't good and good things aren't cheap. Let me ask you how much were you hoping this would cost?
- 71. Open EndedTake the retail full amount and subtract what they were hoping the cost would be. Then divide that number by 20 years. Then divide that number by 365 days in a year, and you now get the cost per day in pennies.
- 72. Open EndedIt's my job to ensure a steady flow of orders. You told me earlier you definitely want this. I'd love your business anytime but I need it now. I looked over the schedule and there is a need for immediate orders.
- 73. Open EndedDraw out a weekly schedule and explain that it never fails that we typically have someone that needs to reschedule. Usually we are not given a lot of notice, and then we are stuck with a crew not working. We could back charge the install department to help you save.
- 74. Open EndedI want you to guess what you think the Leaf Filter should cost?
- 75. Open EndedCorrosion
- 76. Open EndedShow the Leaf Filter tv commercial and then offer an additional 15 percent off. Tell them how people would see it after the job and ask for the discount and you just want to give it to them now.
- 77. Open EndedWould you be willing to go on 6 month testimonial list? Or you could say the hardest thing to do is find good labor or you could tell them how we spend a lot of money on advertising.
- 78. Open EndedPrice Conditioning
- 79. Open EndedDid you know Consumer Reports doesn't have to ask your permission to review your product? They are a non profit company. They gave Tesla a bad review and Tesla didn't know of its issue until it came out.
- 80. Open EndedUnlike magazines and online sites where they are number 1 because companies received an advertisement fee Consumer Reports is independent.
- 81. Open EndedSay yes and your quote will be good for a year. Some companies rush the quote and later when you decide to do it charge you more. I want to be accurate to avoid that.
- 82. Open EndedFinding out what form of payment the customer plans on using.
- 83. Open EndedYou never openly disclose the amount of feet on a job but you don't hid it either. If you have to tell them be proud that Consumer Reports says our price has been the same for 10 years.
- 84. Open EndedOther than the price or monthly payment fitting into your budget. Would there be any other reason why you will not want to move forward with this project today?
- 85. Open EndedYou ask the customer a question?
- 86. Open EndedThat the warranty only last 5 years and after you will have to pay for each cleaning.
- 87. Open EndedI bet you never thought in a million years that gutter Protection technology was ever this sophisticated huh?
- 88. Open EndedYou tell them yes you could provide them with references but the question becomes should you trust those references. Because no company will give out bad references.
- 89. Open EndedDivide the difference of Hope price and sales price 10 years or 120 months. Then say if I have this correct it's not that the 25 cents isn't worth it it's just more than you initially expected right?
- 90. Open EndedYou ask the customer so what qualities do you look for when you work with a contractor on a project for your home? This will provide you with valuable information down to Road.
- 91. Open EndedYou tell them because of the way we do our scheduling it's hard to come back to the same house twice. We are all over the place and would have to cancel a future job to come back out.
- 92. Open EndedSome people pay cash which is typically a check, some have credit cards with points or miles they would like to utilize and some take advantage of our financing which breaks this into 48 payments.
- 93. Open EndedYou can price condition by saying our jobs are not large $50,000.00 jobs they are 5 to $7,000.00 jobs and that we sell to the most individual homes in the United States.
- 94. Open EndedDuring the Qualified Remodeler section saying our jobs are 5 to 7000. Bottom Line secrets where you tell them the average cost is 3500 to 6000. And during your kill kit.
- 95. Open EndedNo one can shop better than Consumer Reports. They are a non profit organization that does not need your approval to review and publish the review of your product. Unlike other companies that take advertisement fees.
- 96. Open EndedFirst the 3 Tier Bump. Then the add, subtract, multiply, and divide technique. Then you give the same day incentive justification for the need of immediate orders.
- 97. Open EndedMy job is to ensure a steady flow of orders. You told me that you need something. I'd love to have your business anytime. Our production manager looked over the schedule. Quote price good for a year then offer drop.
- 98. Open EndedBased upon a savings of $500.00 on something you need to get done, wouldn't you agree that now is the best time to go ahead and get this started?
- 99. Open EndedYou would question down the customer and funnel the objection back to the reason of price.
- 100. Open EndedIt is an organization that recognizes the growth and expansion of private companies across the nation.
- 101. Open EndedLeaf Filter was ranked number 27
- 102. Open EndedYou want the customer to feel that Leaf Filter makes and sells the best product on the market for Gutter Protection.
- 103. Open EndedI can appreciate that! There is a lot to think about when it comes to Gutter Protection. I hope your not saying that to get rid of me are you?
- 104. Open EndedDo you need it, do you like it? Can you afford it? And can you save money by getting it today?
- 105. Open EndedThis is a stall tactic. Ask them for my own thinking. What part of the transaction will you be thinking about and funnel it back to price.
- 106. Open EndedBy explaining Leaf Filter is not a Franchise or Retailer. We make it, install it, and service our product. Other companies use subcontractors and purchase through distributors and manufacturers.
- 107. Open EndedYou tell them of course you can find something cheaper but those things don't work. Consider the fact we have been in business for over 20 years, and our lifetime warranty and guarantee.
- 108. Open EndedThere's only 3 things that could happen. Either it more expensive or equal the cost either case Leaf Fulter is your best choice or it's cheaper and cheaper is never better.
- 109. Open EndedYou let them know that your home is your biggest investment. Unlike cars, credit cards, and clothes a home is an investment and you need to protect it.
- 110. Open EndedTell them I'm not here to add an obligation. I'm here to give you a chance to do something to protect the obligation you already have your home.
- 111. Open EndedThis is a stall tactic and you need to ask questions to bring everything back to price.
- 112. Open EndedHow did you hear about Leaf Filter?
- 113. Open EndedYour par price, cost price, and no money price because you want to know how much room you have to discount at all times.
- 114. Open EndedYou quickly tell them you understand that this is a high number and that you will do everything you can to get this to fit into their budget, and offer a drop.
- 115. Open EndedWe want to beat the Atlanta office, militarily Discount, disability discount, seniors citizens discount, or same day incentive discount. Which ever discount is applicable.
- 116. Open EndedHe would make his self relatable by saying if it were him he would just keep putting it off until one day a small problem becomes a costly one and remind them we want to protect them.
- 117. Open EndedAluminum comes from Bauxite which is found in the dirt in tropical islands. It's boiled with lime, water, and soda. Which creates sodium alumina.
- 118. Open EndedWhen the ground stays wet near a homes foundation and has no where to go and then starts to come inside the home through cracks.
- 119. Open EndedHow water reacts to small holes such as a straw inside a cup of soda.
- 120. Open EndedThe effects gravity has on water which is why why a drop of water is round or a rain drop is round
- 121. Open EndedHow water sticks or attaches to certain materials and surfaces.
- 122. Open EndedBecause concrete is part water and sand mixture. To much water or moisture leaches out the lime salt and causes it to crack. Plus the rebar expands through carbon oxide.
- 123. Open EndedThey can fly from trees and they need lots of wood and water and your roof has lots of both.
- 124. Open EndedAt least offer the customer a clean and seal.
- 125. Open EndedLet the customer talk about what they love, treat them like family, and try and make a friend and don't let the customer rush your process under no circumstance.
- 126. Open EndedYou should discount from your most recent price and never go back to your original starting rolling price because doing it this way saves money.
- 127. Open EndedYou can tell them I am not trying to scare you. I'm just here to give you an expert opinion. We will do a tour of the home and if I see anything I will let you know.
- 128. Open EndedProxemics is the study of people's personal space. By not respecting personal space and not using it to your advantage could cause you to lose a sale.
- 129. Open EndedMycelium is a wood eating or rotting fungus that needs water, wood, heat, and air to grow and cause significant damage.
- 130. Open EndedLeaf Filter is the only Gutter Protection company that is not a retailer or a Franchise. We make it, install it, and service it. There is no other company like it.
- 131. Open EndedBecause in America we have regulations and that allows us to keep close monitor on that. We could get it overseas but when you do that you never know.
- 132. Open EndedThere is a high demand for a 1 time solution. Self cleaning gutter top, that comes with lifetime warranty and service and because of that we have experienced 200% growth every year.
- 133. Open EndedNot to brag but to show you we are not a fly by night company that changes its name and number and goes out of business and trashes the warranty.
- 134. Open EndedWhen 2 different metals rust in water.
- 135. Open EndedBecause you can use that later during your Flexible Installation Drop where you explain that good labor is hard to find and that if we put you on standby we can pass along savings.
- 136. Open EndedIce Dams occur when frozen ice on your roof melts from escaped heat from your house leaking out through cracks in the attic of the roof. The water melts and freezes and causes damage.
- 137. Open EndedBecause it gets both you and the customer up and stretching and getting the blood flowing and not feeling really bored from sitting through the presentation for so long.
- 138. Open EndedDo you like it, do you need it, can you afford it, and can you save money by doing it now.
- 139. Open EndedTell the customer you should consider that we have been in business for over 2 decades, lifetime warranty, company that stands behind its product & only water in your gutters guaranteed.
- 140. Open EndedTell them you really only have 3 options, do nothing, roll the dice with a cheap company, or go with the wisest decision which is Leaf Filter.
- 141. Open EndedTell them there is only 3 things that can happen, you can get a more expensive or equal quote. If that happens your choosing Leaf Filter or it could be cheaper.
- 142. Open EndedTell them that their biggest priority should be their home their biggest investment
- 143. Open EndedAsk them if they said yes would they do it, then ask if they said no would they not do it. Are they prepare to help if disaster occurs. Why risk your home.
- 144. Open EndedYou should have them google Gutter Protection cost and it will show Leaf Relief with a cost of 1500 to $2000 per average job.
- 145. Open EndedYou tell them real estate experts agrees that you increase the value of your home dollar for dollar of what you put into your roof.
- 146. Open EndedTell them I sure you wouldn't think about us if you weren't serious. What do you need to think about if you want maintenance free? I haven't offended you have I? So it's the price right?
- 147. Open EndedThey don't have enough info. Say I can appreciate that & I hope your not getting rid of me. Tell them of your awards & ask them what qualities they are looking for then bring it to price.
- 148. Open EndedLeaf Filter Handles the process from A to Z. We make it, install it, and service it. It's not like comparing the price of the same tv in multiple stores. You can't compare us to a retailer or franchise.
- 149. Open EndedYou say so before I show you I am going to ask you a personal favor if what I show you looks good tell me yes and we'll get it done if not I can take a no.
- 150. Open EndedYou should ask the customer if they think they can shop better than Consumer Reports? If they say yes they look crazy, if they say no you got them.
- 151. Open EndedInstead saying that is the price for Leaf Filter just keep it broad and say that is the cost for Gutter Protection.
- 152. Open EndedYou should always let them know that gutters are your outdoor plumbing. They are designed to remove water and waste away from the property.
- 153. Open EndedWhen you ask do you watch NASCAR. Typically most people don't you can always find common ground and laugh but tell them it's Justin Haley in the Chevy Camaro.
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