Steps to qualify prospects and detailed scripts for establishing need, explaining consultation value, gaining time and all-party commitments, and booking consultations.
Methodology & Scripting — Audio Overview
0:00 / 0:00Listen to a walkthrough of the 5 Agreement Methodology and how to qualify and book prospects.
Opening Line:
“How old are your windows and doors?
This serves as a qualifier. If their windows and doors are over 5 years old, proceed to identify issues.
Follow-Up Question (If 5+ years):
“What type of issues are you having with them?
Examples: draftiness, difficulty opening, condensation, lack of hurricane resistance, rising energy costs.
Establish the Need:
“It sounds like these issues are becoming a concern. So, you'd agree that replacing at least some or all of your windows and doors is something you'll need to do within the next year or so, whether you want to or not, right?
“It's great that you're here today because we're scheduling free, in-home consultations. A design consultant will visit your home, assess your current windows and doors, and provide a tailored solution and provide you with a free quote on the spot, how does that sound?
“We just ask that you set aside at least 90 minutes for the appointment, whether we need the full time or not. Sound good?
“Secondly, we ask that all homeowners or anyone impacted by decisions regarding the windows and doors be present for the appointment. Fair enough?
Follow-Up Question:
“Great, and who would that be?
Action:
Write/Input their names on to the appointment form.
“Excellent! I'll take down a few details and get our office on the phone to finalize your appointment to get you booked in now, sound good?