What is the first step in The 6 Commitments Script, and why is it crucial for setting the stage for the rest of the process?

• Setting the appointment because it ensures a time slot is secured.

• Obtaining the need commitment because it identifies customer needs early.

• Creating the opportunity because it opens the door for engagement.

• Making a lasting impression because it leaves a positive impact.

During Step 1, what strategic approach should be used to effectively capture a customer's attention, and why is this method effective?

• Offering a discount because it provides immediate value.

• Being energetic and engaging because it creates a memorable interaction.

• Giving away free samples because it allows customers to try before buying.

• Discussing product warranties because it assures quality.

What is the main incentive offered to customers in Step 1, and how does it strategically benefit the sales process?

• A free window cleaning service because it adds value to the purchase.

• A $10,000 window and door makeover sweepstakes because it generates excitement and interest.

• A 50% discount on all purchases because it reduces cost barriers.

• A free home consultation because it provides personalized advice.

In Step 2, what type of questions should be asked to identify customer needs, and why is this approach effective?

• Closed-ended questions because they provide specific answers.

• Open-ended questions because they encourage detailed responses.

• Yes/no questions because they are quick and straightforward.

• Multiple-choice questions because they offer structured options.

How many pain points should be identified from the customer in Step 2, and what is the strategic reason for this number?

• 1 because it simplifies the focus.

• 2 because it balances depth and manageability.

• 3 because it provides a comprehensive understanding.

• 4 because it covers all possible issues.

What topics should be covered when gathering information about a customer's windows and doors, and why are these specific topics important?

• Size, weight, and color because they affect aesthetics.

• Material, age, style, operation, energy efficiency, aesthetics/condition because they impact performance and value.

• Installation cost, brand, and warranty because they influence purchase decisions.

• Resale value, neighborhood, and market trends because they affect long-term investment.

What is the purpose of Step 3, and how does it strategically contribute to the overall sales process?

• Closing the sale because it finalizes the transaction.

• Obtaining the commitment to the agenda because it aligns expectations.

• Following up with the customer because it maintains engagement.

• Handing out promotional material because it provides additional information.

Which of the following is an example of a transitional phrase used in Step 3, and why is it strategically effective?

• "Can I have your email for follow-up?" because it collects contact information.

• "Let me show you what we are offering today." because it smoothly shifts focus to the product.

• "Would you like to buy today?" because it prompts a decision.

• "This offer expires soon—act fast!" because it creates urgency.

What is a key objection-handling strategy mentioned in Step 3, and why is it strategically beneficial?

• Ignoring objections and moving forward because it avoids confrontation.

• Offering no interest, no money down, and no payments for a full year because it removes financial barriers.

• Providing a free installation package because it adds value.

• Offering additional discounts immediately because it incentivizes purchase.

What special benefit is provided through the VIP appointment card, and how does it strategically enhance the customer's experience?

• A free window upgrade because it improves product quality.

• A 10% discount on all purchases because it reduces cost.

• A 5% savings and a free upgrade to Smart Sun Glass because it adds value and exclusivity.

• A free home evaluation because it offers personalized insights.