How to Tell The Script Flashcards
(24 cards)
Preambles / Positive Opening - Pivot Questions
What has been your experience with Hilti?
How are you firestopping your openings?
Pivot - Options
Have you tried other options in the past?
How are you firestopping your openings?
Pivot - Like/Dislike
What did you like/dislike about those solutions?
What is your goal/priority when performing this application?
Pivot
What innovation have you looked at or tried to speed up productivity?
What is your goal/priority when performing this application?
Pivot
Is productivity important to you?
What are some of the challenges you can encounter while performing this application?
Pivot
What were the implications of those challenges?
What are some of the challenges you can encounter while performing this application?
Pivot
How and who is involved in determining a solution?
What are some of the challenges you can encounter while performing this application?
Pivot
What changes would you implement
What changes are you implementing in your business to overcome those challenges?
Pivot
Who is involved in making those decisions?
What changes are you implementing in your business to overcome those challenges?
Pivot
What products, services and software would interest you to hear more about?
How Hilti adds value
Pitch
At Hilti, we continue to innovate to solve our customer’s biggest challenges, including many of the challenges you described to me today. When you are sleeving for your risers, we believe we can get more productivity out of your workers by using our cast in solutions. The many advantages of using our solutions include:
How Hilti adds value
Pitch - FSSCY
Faster - Creates less visits to each penetration versus traditional methods, saving time on the project
Safer - Easy installation without having to come back to install firestop and peace of mind knowing it is installed correctly
Simple - Provide ease of inspection and 3rd party familiarity (not subject to destructive testing)
Coordination and control within your scheduling needs
You can potentially make more money doing Firestop yourself
How Hilti adds value
Pitch - Considered
Have you used, or considered, cast in solutions in the past and what was your experience?
How Hilti adds value
Pitch - 65%
If you could increase worker productivity and we could provide you an upwards savings of 65%, what would that mean to you?
How Hilti adds value
Pitch - Info
Can you provide me with some information so we can see what this impact could potentially look like?
Gain commitment
Rationale/Goal
Position CFS CID (Cast in Devices) as a way to directly impact the bottom line in labor costs
Gain Commitment
What is your loaded labor rate?
Gain Commitment
What is the cost of a metal sleeve + cap?
Gain Commitment
How many sleeves can be laid out in an hour?
Gain Commitment
What is the cost of sealant per hole? How many holes can your employee firestop with sealant in an hour?
Gain Commitment
Cost of wrap or collar per hole? How many holes can your employee firestop with collar or wrap in an hour?
Gain Commitment
What percentage of penetrations require rework after inspection?
Gain Commitment
How many floors & penetrations per floor; combustible/non-combustible and size (2”, 3”, 4”, 6”)?
Gain Commitment
If I can quantify your savings, would you be willing to try Hilti on your next floor?
