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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;
Today’s Training can be found on SlideShare:
