Sales Training 1 - Sales Overview

Hi. Welcome to Warmly Yours University Online. My name is Lindy.
I'm going to be your host today, and I'm going to train you on how to sell
electric floor heating systems. I'm an extremely passionate person, when it
comes to these types of systems, and really, what my objective is today, is to
help you make more sales and increase your margins. First, look for luxury
customers. Luxury customers are the customers who will spend a little more, to
get a nice, marble or stone floor. Chances are, they don't want this floor to
be cold. The luxury customers simply want the comfort of walking on a nice,
warm floor in their bathrooms or their kitchens. Electric floor heating has
become so popular, that Builder Magazine recently featured it as the number one
product to put in a home.

Second, also look for need customers. Need customers are customers
who need a little bit of extra heat in one of their rooms. There are many need
customers out there, more than you probably think. Over 60% of old homes in
America have cold rooms that never seem to get as warm as the rest of the
house. For instance, watch for home owners who have a cold bedroom above the
garage. This happens all the time in northern states. That bedroom is always
too cold, and a radiant heat is a perfect heating solution to warm up that
floor.

Another room that is often too cold and inadequately heated, is
the basement. Often, a room that used to be too damp, too cold, the basement is
now warm enough, comfortable enough, dry enough; thanks to the addition of
electric floor heating. When customers buy a new basement floor, remember that
electric floor heating can add extra heat, and make a huge difference in the
livability of their basement. Finally, look for new room additions, where a new
heating system is required. When a home owner is installing a new sunroom
floor, she also most likely, is looking for a heating system to heat that sun
room. It's very difficult and very expensive to reconfigure your existing
home's heating system, to heat these types of rooms.

You've probably installed flooring in dozens or hundreds of cold,
inadequately heated rooms; so think about these need customers. They represent
for you, a great opportunity to sell an electric floor heating system. This is
what a typical need customer will say. "Warmly yours," has been a
really great addition to my home. This is the only source of heat in the room,
and it is a dramatic improvement from the electric baseboard heaters we
previously used. It works beautifully with the natural slate tile, as it holds
the heat for four hours, after the thermostat has turned off." William
Scosh, California.

Now let's talk about where and when electric floor heat makes the
most sense for your customers. The bathroom is a no-brainer. It is the number
one application for electric floor heating. Make sure you offer up a warm
floor, with all your bathroom flooring projects. The kitchen is also a real
popular application for electric floor heating. Kitchen is often the heart of
the home, where home owners spend the most time with their families. It makes
sense to want to maximize the comfort in this room. With kitchens, also make
sure that you offer a warm floor every time, to maximize your sales. Basements,
sun rooms, and family rooms are also popular applications. Simply bring up
electric floor heating, only if you feel that you are talking to a luxury
customer or a need customer, who would require additional heat in these rooms.

Once your customers are interested in electric floor heating,
really what you should do, is send us a plan or a sketch of the room. This is
the type of floor plan that you would send us, with the location and size of
any permanent fixtures, such as tubs, vanities, cabinets, and refrigerators.
Simply fax that plan to your account manager at Warmly Yours. The very next
business day, you will receive your quote, with everything you need for your
electric floor heating project. Now, take a look at this. This is the custom
installation plan that we provide at no cost, with every quote. This custom
installation plan shows you exactly how the system is installed in the room.
Show this installation plan to your customers. We find that this is a great
tool to help you close the sale.

Warmly Yours has been featured in the Inc. 5000 rankings of the
fastest growing companies in America. The electric floor heating market is
growing very fast, so stay tuned, to learn how you can benefit and grow your
own business, by selling more electric floor heating systems.

Warmly Yours. Making comfort easy.