Specialty Spotlight Resource Guide 2023

SPECIALTY SPOTLIGHT DECEMBER 2023

2. “I’ve never heard of this brand!” a. Sage Surfaces manages the allen + roth, laminate, Traditions, and Derivati brands at Lowe’s. i. We offer warranties on all of our materials. ii. We only utilize Grade A material. iii. We have an extensive color offering. 1. Show the customer our product line resource guides. 2. Show the customer our selling wall in store. 3. Show the customer our website with our entire offering, both in-store and online. iv. Show the customer our Design Inspiration Magazine that showcases our products. b. All quartz is manufactured the same way. A brand name of quartz does not mean that it is higher quality or more durable.

c. We partner with a nationwide network of fabricators. d. We were Lowe’s Kitchen & Bath Vendor of the Year in 2019!

3. “I’m just going to wait to purchase new countertops!” a. Create a need

i. Educate customers on how countertops can increase the resale value of their home. ii. Do they have any life changes to come in the near future? • New parents or grandparents may want to get new countertops and introduce safety features such as rounded island corners to prepare for a new baby. b. Create an urgency to buy. i. Show the customer our promotional colors. These change every month. ii. Mention if your fabricator is currently having reduced lead times. c. Customers who purchase through our program receive a free 50/50 sink! d. Encourage customers to order ahead of holidays and events so their countertops can be installed beforehand. e. Remember to follow up with your customer at a later date!

OVERCOMING SALES OBJECTIONS 1. Listen

a. Actively listen to your customers questions and concerns. b. Listen to understand, not to reply.

2. Collect

a. Collect as much info about the project as possible

i. This will aid the fabricator when they go to the home if the customer purchases. ii. The more we know the better! iii. Gather information about future projects. Are the looking to renovate any other spaces? This is a great opportunity to get another sale! 3. Repeat a. Repeat back what they said to ensure you correctly understood their concerns or desires. 4. Validate a. Empathize and offer benefits of our program. b. Ex: I understand that it seems expensive, but when you purchase allen + roth you are also receiving the benefit of expert fabrication, grade A material, and warranties. 5. Ask a. Open ended questions will help you gather more info than yes or no questions would. 6. Prove a. Prove our value by telling them about a past customer, or how our brand is superior to other brands. b. Shoe the customer LTR Scores and positive reviews! 7. Follow-up

a. Follow up with potential customers. b. It’s never to late to capture a sale!

8. Anticipate a. Understand common objections and be armed with the answers and solutions.