IPR Flashcards
TAKE- AWAY
NORMALIZE
I would be doing a disservice to you if i didn’t share this.
It is a lifetime REWARD program that’s activated or deatctivated and stays with you or your lifetime as long as you’re in our territory. You’ll be able to apply this with any other promotions that we have going on.
BACKGROUND
I would like to share with you why we have this program.
Prior to 1995 Andersen was just a manufacturer.
- 50% contractors out of biz in a year
- 90% by 5 yrs
- Huge discrepancies
- Compromise (shortcuts on materials, labour, services,.etc)
How do we do all this while still help our customers in getting what they need and want?
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INTRODUCE LETTER
We believe our customers should have the windows they deserve of great quality, services; but how do we pass on this saving to our customers?
Without compromising on all that, time is the only factor we can change.
So, if I am to come back here next week, from a company’s perspective it IS time i could have spent generating new businesses.
So, as an appreciation for initial visits, the company would like to pass on the additional 5% on top of all your promotions.
Just to be clear, i am certainly still happy to come back anytime.
Here’s the letter from our president that explains how this saving is passed on.
Many companies do follow the same metholodgy. So here’s a personal story i would like to share.
Sharing this story - Many companies do this, it’s the cost of time.
Eg of story of Royal Carribean cruise.
If you are able to finalize everything with me today, this is what you’ll be paying for.
How do you like to proceed? (ZIP IT or KILL IT)
SILENCE IS GOLDEN
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When they object,.. repeat a claw back and normalize it again.
Can’t do it
You: so, it;s not really not that involved , with checking finances. You could do it at a shorter time period.
Can’t do it
You: I understand. (REPEAT WHAT THEY SAY)
We have a program that is fit just for someone like you self,.
Called savings/cash program, which requires no payment, no interest, and gives you a full 12 months,. So comes spring when you get your tax return, its like if you paid it all today.
