Cliq Studios Training Book

SELLING COUNTERTOPS 101

Introduction The kitchen is the hub of your customer’s hectic home, where they cook, entertain and relax - and their countertops must reflect this. These hardworking surfaces must suit their space, complement their style and meet their needs. Today’s countertop choices are more varied and exciting than ever. Signature Style. Consider which surface they find appealing: the look, feel, texture and shades. Should it be warm or cool to the touch? How important are integrated sinks, seamless appearance and vibrant colors? Consider additional details, including thickness, overhang and edge options. They should love the end result. Establish Your Budget. This part isn’t the most fun, but it’s the only way to determine their options. Along with material costs, take into account any fees for delivery and installation, as well as any custom details such as edge treatments, integrated sinks and backsplashes. Mix It Up. Each material offers unique strengths—from heat resistance to ease of cleaning. How can they ever choose just one? Maybe they shouldn’t. Some homeowners find that mixing a variety of materials creates an ideal kitchen. Depending on their space and needs, for instance, they may want a solid surface top with a colored splash and integrated sink, with a natural stone or quartz island. Function. Because every household is different, you won’t find a one-size-fits-all material. Are they an enthusiastic chef who slices and dices five nights a week? Do they host cocktail parties at the bar area or serve family dinners around the island? Do their kids spill orange juice and smear jam most mornings? Rank the importance of factors such as durability, stain resistance and ease of maintenance. General Countertop Fact Finding Questions • How will you use your countertops? • The most critical part of your countertop decision should come from an assessment of how you and your family use your kitchen. • For example, the customer has two teenage boys and our countertops see a lot of daily active duty. Not only do they do a fair bit of family cooking, but their sons are always in the kitchen making “in-between” meals. And so it was important to this customer that their choice be able to withstand a variety of cooking and clean-up styles—without having to be extra vigilant. They were less concerned about scratches and more concerned that their countertops be impervious to most food stains. • How much maintenance can you handle? • Many materials come with a long list of upkeep demands, while others are extremely resilient. Be realistic about how much effort you’re willing to put into the care of your countertops. • However, our natural stone is installed, pre-treated, with our proprietary sealer providing long lasting protection and is backed by our lifetime limited sealant warranty. • Bottom line: before falling in love with a material, fully assess the demands of living with it. Help your customer “Purchase” • Purchase - to obtain something through hard work or sacrifice • Your customer deserves this new countertop, they have “earned” it • Design “Kitchen” not just cabinets • Purchase together saves time, saves money • Create an “Experience”