Entry / Warm up / Value of the Visit "First impressions aren’t always accurate, but they’re lasting” As obvious at it may seem, one of the first steps to executing a masterful sales presentation is to get in the house! Be ready for some resistance at the door. Expect to hear things like “who is it?” Or “I’m sorry we forgot about this appointment, hold on.” Nine times out of ten, the clients are welcoming and ready to see us, they called us out for a reason after all. However, there will be times that we need to resell the appointment to them to even get in the door. We might have to remind them that the estimate is free, we won’t take up too much of their time, the monthly promotions are the best you’ve seen in a while, etc. Entry Below is an example of a proper greeting and introduction. “Hello, John? Hi John this is (your name) with Statewide remodeling, I’m here for our 10:00 appointment, may I come in? Thank you.” Once in the house, try to find common ground to genuinely connect with the client as soon as possible. Keep it light, genuine, NOT salesy. People are much more attuned to sales techniques than ever before, and any attempt to connect that comes off disingenuous or fake will set you up for failure. They are looking for a Help- person not a salesperson. A great way to start is with an icebreaker statement. Be yourself and sound like genuine person who is looking to help your client with their remodeling goals, not SELL your client. Smile and laugh often. Warm up "People buy from people they like, not just because of price” The “warm up” starts the second you pull up to the house. The warm up is designed to get your client to relax and build a genuine connection. Talk about anything other than business for as long as seems natural. People buy from people they like. Encourage your client to talk about themselves and ask genuine questions without interrupting. The easiest thing in the world for anyone to talk about is themselves. Show genuine interest in their stories, find opportunities to ask them for advice, laugh at their jokes when they try to be funny. People crave connection, and you can set yourself apart from other sales people by building a genuine connection. The warm up never stops, you’ll be building connection throughout the entire appointment, however at this stage of the appointment the warmup usually will be between 3 to 15 minutes. There really isn’t a set timeline for how long a warm up should be. Some people you’ll connect with right away and it feels like you could spend hours talking about anything, and other times the client will be more guarded and try to get straight to business. The best answer we can give for how long should a warm up last would be “As long as it takes.” Value of the visit The value of the visit is a transition statement from warming up to work. The transition from casual conversation to business is by asking a question regarding Wasatch Bath. This question will begin your Value of Visit, this also needs to be learned verbatim. Rep: “Did the office explain how we need to do this today?” Client: “Yes, you’re going to give me an estimate on my bathroom.” Rep: “That’s about right, the main goal is to try and figure out exactly what you want, and to see if it’s something we can help you with, and most likely it is. If it’s something we can do for you, we are going to go over the design, colors, fixtures, materials, and everything else to make it super simple and easy for you and provide you with an exact price Down to the penny, not an estimate. If for any reason it’s not something we can help you with, we are still good at being able to guide you in the right direction. So, we should be able to help you no matter what. Sound good?”