1. PRESENTED BY: Al Cobb, Founder, Sips School www.sipschool.com CHAPTER 10 OF 10 SIP Sales SPONSORED BY:

2. www.sips.orgChapter 10 – SIP Sales Learning Objectives  Learn to address the most encountered sales objections

3. www.sips.orgChapter 10 – SIP Sales Sales and Marketing of SIPs  Marketing is getting the customer in the door. Sales is getting the customer to sign. What are the objections? Let your education and experience steer the customer away from poor decisions based on misunderstanding, perceptions and misinformation

4. www.sips.orgChapter 10 – SIP Sales Price  #1 Question  “3-10% more expensive”  Based on what?  Initial cost or total cost?  Find a level playing field!  compare costs when performance is the same

5. www.sips.orgChapter 10 – SIP Sales Price  Automobile analogy  Geographically influenced factors  cost of labor (scale wages)

6. www.sips.orgChapter 10 – SIP Sales Electrical  Perception of difficulty  The success of an electrical rough-in is dependant on the amount of pre- planning and the skill of the installer  The installer should understand the electrical code and the basics of how wiring is correctly installed  Planning an electrical layout  When does it happen?  Transfer of architectural electrical design to the SIP layout drawings

7. www.sips.orgChapter 10 – SIP Sales Durability  Everything wears out  What destroys buildings?  Water, wind, neglect, corrosive agents, natural disasters.  Proper detailing is the best defense against premature failure

8. www.sips.orgChapter 10 – SIP Sales Durability  Remember building science!  Detail to keep it dry, if it gets wet-detail a method to promote drying, and plan on it getting wet  This idea is applicable to all super-insulated buildings!

9. www.sips.orgChapter 10 – SIP Sales Fire  SIPs have passed rigorous testing  ASTM tests the assembly

10. www.sips.orgChapter 10 – SIP Sales Strength  2-20 times stronger? Tennessee tornado SIP House Kobe Japan Earthquake

11. www.sips.orgChapter 10 – SIP Sales Termites and Carpenter Ants  Attracted to cellulose  Borate treated foam  Baiting systems

12. www.sips.orgChapter 10 – SIP Sales Noisy  STC  Lab vs. real world conditions  High energy sounds with low frequency  Contact noise  Rain!!

13. www.sips.orgChapter 10 – SIP Sales Hard to Modify Cutting new opening NO header issues

14. www.sips.orgChapter 10 – SIP Sales Limits Design Capabilities

15. www.sips.orgChapter 10 – SIP Sales Untrained Workforce  SIPA’s Certified Builder Program  SIPA members provide in-house training  Onsite assistance

16. www.sips.orgChapter 10 – SIP Sales Code Approval  Code reports required for SIPA manufacturing membership  Using a SIPA member is assurance of code acceptance  ICC  Legacy report  NTA  SIPA agent  Further testing to increase future code acceptance

17. www.sips.orgChapter 10 – SIP Sales Forces me to be a Better Builder  Can’t cheat  Start plumb level and square

18. www.sips.orgChapter 10 – SIP Sales Mold and Moisture Problems  Improper detailing  Improper installation  Promote qualified installers  Improper HVAC  Design  Installation  Specification (oversized systems)

19. www.sips.orgChapter 10 – SIP Sales Too Tight  You can’t build a house too tight!! However you can under-ventilate

20. PRESENTED BY: Al Cobb, Founder, Sips School www.sipschool.com CHAPTER 10 OF 10 SIP Sales SPONSORED BY: