Master Consultant Overview

Master Consultant Certification Course

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%!

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

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

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

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

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

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

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.

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

Effective Communication

12

How to stimulate desire about a product

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

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

Credibility

15

• JD Power and Associates • CostvsValue.com

Third Party Resources

A Decade of

Dominance

Since 2006,

Simonton has

won 9 JD Power

& Associates

awards!

Credibility

16

FLIR ONE

Technology

17

¾” Stainless Steel Constant-

ForceCoil 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 SashAllow sash to tilt in for easy cleaning

Supercept Spacer SystemMakes for low conduction rates, moisture-resistance and thermal

efficiencyContoured Extruded Lift RailsAllows for easy opening –no matter how

big the window.

Flush Mounted Tilt LatchesFor a clean, smooth sash rail.

Dual Air LocksFor ventilation

Cam LockUnique 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 GrooveFor the addition of decorative

trim & to aid in installation

3 ¼” FrameAllows to fit most

openings

⅞” Insulated

Glass UnitDouble pane, Double strength glass with Low E and Argon Gas for increased

energy performance

ABC’s of Benefits

Which is a better question?

$$$

A

$$

B

$

C

YES or NOor

Pricing Strategies

19

1

2

3

4

5

6

7

8

=Project

Address

Lead Generation

8 Point Method

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.

How do I sign up?

21

For all training inquiries, please contact our

Training Team at;

[email protected]

Today’s Training can be found on SlideShare: