Step Ten
Lock in the Deal/Warm-Down
Purpose: Reassuring prospect of sound investment
In step 10, we will complete all necessary paperwork including contract agreements, amendments if applicable and all necessary finance paperwork. At the same time, we will be reassuring the prospect of their sound investment. This part of the Concept Selling System is designed to reduce Cancellations and Bank Rejects.
Areas of Attention During Assurance Process:
- Representatives should verify the proof of income provided and verify the credit score in preparation for the loan agreements. Financing heavily considers credit file, credit score and the more honest information the prospect provides, the more accurately we can quote the payment range.
- Review the contract with the prospect to make sure nothing is left out of contract, no verbal agreements between representative and customer will be honored.
- If finance prospects have the potential/ or considering paying cash- it is advised the representative fills out a contract modification form “Customer has option to no longer finance and pay cash at completion of project.”
Documents Required to be considered clean business:
- Accurately filled out contract agreement
- Credit application if applicable
- Contract Modification allowing the customer to pay cash at end of project ( if applicable)
- Job Photos: Rake Edge/ Drip Edge/ and Attic Cavity Photo
- Down Payments Collected
In terms of the probability of cancellations- cancellations occur when representatives either over pitched the project, made skeptical statements, or did not spend enough time with the prospects at conclusion of sale to reassure them of their sound investment
Strategies to Prevent Customer Cancellations:
- Calling the Order in while in home with prospects
- Place a yard sign in the customers yard
- Leave customer thank you cards in their mailbox
- Provide the prospects with coffee mugs
- Romance the outcome of the project, walk around outside or have them visualize how incredible the end results will be
- Collect all necessary stipulations for finance
Right to Rescind Informative Conversation:
- Mr and Mrs Jones, as we are aware there is a right to rescind law allowing 72 hours to cancel this project….
- Before I leave and get your project started…
- Are there any questions I may have left unanswered that I can answer now to prevent any confusion or cancellation occuring…?
- The reason I am asking- with the urgency of the need for a new roof, the small fortune of savings, and the solid order I would like to advise our install department to place the order immediately…
- If we have a solid order, and we are 100% committed, would you mind approving me to get the ball rolling on your order?
- Please initial right here and we will get the ball rolling immediately….
Warm Down:
- Doing a proper warm doe is essential!
- You want to make the homeowner feel at ease and lay out a map for the process.
- Tell them the next steps; We will be sending you a welcome text/email to open the line of communication. Then we will process all the paperwork and run the finance (if applicable). After we get the approval, we will call you to let you know the next steps and once the financing is completed, we will call shortly after to schedule an installation date.
- Remind them that this is a construction zone, and this will be a major project. It can at times be unpredictable so use this to get extra contact info as in phone numbers and email addresses. As well as seeing where they will be and how we get a hold of them if we need to during the process.
- After that it is time to revert to things you spoke to them about in the warm-up and solidify that connection (pet the dog, remark on artwork, act like their friend) Create casual conversation to engage and get to know them just a little ,further and make sure you don’t sense any hesitation. Welcome them to the family and make sure you have all the paperwork correct.
