CTG Training Pamphlet

COMMON SALES OBJECTIONS

COMMON SALES OBJECTIONS 1. “It’s out of my budget!”

a. Remind customers about our promo offers.

i. Signage reflecting the promos will be sent to stores for display.

b. Show the customer lower cost material options.

i. Please refer to the material comparison chart.

c. Explore alternate backsplash options. d. Explain how purchasing our products is more cost effective than purchasing through an independent fabricator/contractor. i. We only utilize Grade A material. ii. We offer workmanship and product warranties. iii. Our fabricators adhere to contracted timelines. iv. Our fabricators are background checked and observe our strict safety/craftsmanship guidelines.

2. “I’ve never heard of this brand!”

a. Sage Surfaces manages the Corsica Pearl brand at Cabinets to Go. 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 material display in store. 3. Show the customer our website with our entire offering, both in-store and online. 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. 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. Encourage customers to order ahead of holidays and events so their countertops can be installed beforehand. d. Remember to follow up with your customer at a later date!

41 © 2025 Cabinets to Go Training Pamphlet V1 2025