Master Consultant Overview

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  HGTV Raleigh, NC 4/13/16 training on the overview of Simonton Windows' Industry first in-home training certification program.
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  • 1. Master Consultant Certification Course
  • 2. Simonton Windows Master Consultant • What is it? – The Industry’s first in-home sales certification program – A 6 hour training course, highlighting research from resources such as Harvard, Cornell and others and best practices from across the nation – Incudes classroom learning as well as practical skills • What’s in it for me? – How to eliminate most objections before they’re ever raised – Best practices in effective communication – How to become a “consultant” rather than a Salesperson and understand the difference • What kind of results should I expect? – Increase your closing percentage by a third! – Increase your Average Sales Price by 20%! – Increase your leads by 10%!
  • 3. Understanding our customers 4 • Customers have changed. (If we don’t adjust with our customers, we become stagnant and less successful) • Customers from the Great Depression era thought more about quality and longevity in their purchases • Customers (up until recently) have been more commodity- based in their buying actions • Harvard categorized high-ticket purchases into four buying criteria; 1. Strength of the Manufacturer (Do it right the first time, strength) 2. Strength of the local dealer/service provider (reputation) 3. Strength of the Associate (credibility) 4. Budget
  • 4. Understanding our customers 5 Today’s Customer • 92% of customers begin process online • 98% of key demographic uses internet daily • Buying cycle is between 9-13 months • Customers are 57% of the way through the buying process before a business receives an inquiry
  • 5. The Importance of Strategy 6 • Working a strategy as part of the sales process has many advantages • MASTER strategy from Michael Lodato, PHD • Three Buckets; Intro Fact Finding Offering and Close
  • 6. Differentiators 7 How do we differentiate? • Manufacturer • Longevity • Financial Strength • Key talking points • Service Provider/Dealer • Longevity • Certifications • Reviews • Customers • Associate • Credibility • Effective listening skills • Third Party affirmation
  • 7. Effective Communication 8 • Listening Skills – How can we be better listeners? 30/70 rule • What to do when a customer asks a question • How to make the lightbulb go off • How to stimulate desire about a product • Overcome objections before they’re raised
  • 8. Effective Communication 9 Listening Skills – How can we be better listeners? 30/70 rule Be a people person – John C. Maxwell • Asking questions and getting others to talk about themselves makes them like you more • Step by step guide to change communication approach to maximize ‘likeability’ factor
  • 9. Effective Communication 10 What to do when a customer asks a question The wrong way Customer: How do the locks work? Consultant: They are dual action cam locks. They pull the upper and lower sash apart as well as the meeting rail together. This, along with additional weather stripping at the meeting rail, creates a very tight seal. Customer: Oh, I see. And they’re strong? Consultant: Yes. Our locks are very strong If you do not know the motivation behind the question, ask questions first until you do.
  • 10. Effective Communication 11 How to make the lightbulb go off What is a benefit? 1. Experience 2. A story 3. Word Picture 4. Tell them Speak the customer’s language
  • 11. Effective Communication 12 How to stimulate desire about a product
  • 12. Effective Communication 13 Overcome objections before they’re raised • Customers are twice as likely to buy when there are no objections • Hard reset • What’s next
  • 13. Cost and Value 14 Ask yourself some important questions • Are we ever going to be the cheapest guys in town? • Do we want to be? We can only win the sale one way. “Differentiate with value, or die with price.” 91% of all potential customers will spend up to 40% more than their budget when great value is present
  • 14. Credibility 15 • JD Power and Associates • Third Party Resources A Decade of Dominance Since 2006, Simonton has won 9 JD Power & Associates awards!
  • 15. Credibility 16 FLIR ONE Technology
  • 16. 17 ¾” Stainless Steel Constant- Force Coil Balance Allows for a maintenance free, system for sash stability. Multiple Chambers Profile Vinyl profiles are filled with 13 dead air chambers that increase window insulation and aides structural integrality Tilt in/Lift out Sash Allow sash to tilt in for easy cleaning Supercept Spacer System Makes for low conduction rates, moisture-resistance and thermal efficiencyContoured Extruded Lift Rails Allows for easy opening –no matter how big the window. Flush Mounted Tilt Latches For a clean, smooth sash rail. Dual Air Locks For ventilation Cam Lock Unique designed secure window lock Fusion-Welded Frame and Sash Profiles and sashes are fused together to create a weather tight, strong one- piece unit. Accessory Groove For the addition of decorative trim & to aid in installation 3 ¼” Frame Allows to fit most openings ⅞” Insulated Glass Unit Double pane, Double strength glass with Low E and Argon Gas for increased energy performance ABC’s of Benefits
  • 17. Which is a better question? $$$ A $$ B $ C YES or NO or Pricing Strategies
  • 18. 19 1 2 3 4 5 6 7 8 =Project Address Lead Generation 8 Point Method
  • 19. Summary 20 This 6 hour training will leave all participants with several takeaways which focus on three critical, income based criteria; 1. Closing Percentage 2. Average Sales Price 3. Lead Generation Cross-functional skill development includes; • Effective communication • Conflict resolution • Consulting skill development When taken as a system, the certification course minimizes, if not eliminates all objections.
  • 20. How do I sign up? 21 For all training inquiries, please contact our Training Team at; Today’s Training can be found on SlideShare:
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