Water Filtration Sales Training Master Flashcard Deck

Master deck of 250 vocabulary flashcards covering demo flow, hardness testing, chlorine/precip tests, handwash/glass/taste tests, laundry facecloth demo, cost offset calculations, and sales closing techniques.

Demonstration Flow Sequence

Hardness -> Precip setup -> Chlorine -> Handwash -> Glass wash -> Taste test -> Facecloth/Laundry -> Cost comparison -> Precip reveal -> Transition to Table Talk.

First Physical Demonstration Test

The hardness test.

Precip Setup Step Timing

Occurs immediately after the hardness test, allowing jars to react while moving into the chlorine test.

Step Following Chlorine Test

The handwash demonstration.

Step Following Handwash Demonstration

Glass wash, followed by the taste test.

Step Following Taste Test

Returning to the facecloth for the laundry demonstration.

Step Following Laundry Demonstration

The cost comparison.

Precip Jars Reveal Timing

Revealed after the cost comparison, near the end of the physical demo.

Action Following Precip Reveal

Transition confidently to the table and begin Table Talk.

Ultimate Purpose of Demo Sequence

Build understanding and customer commitments step-by-step before discussing system options and price.

Purpose of Demo Transitions

Make the presentation feel smooth and intentional instead of choppy or random.

Post-Demonstration Action Rule

Ask a commitment or tie-down question and wait for the customer to answer.

Tie-Down Core Rule

Do not answer the tie-down question for the customer; ask the question and wait.

Required Customer Demo Role

Participating, answering questions, comparing results, and verbally agreeing with conclusions.

Presenter Energy Standard

Confident, conversational, interactive, and enthusiastic without sounding rushed or robotic.

Placemat Hardness Chemicals

Hard 1, Hard 2, and Hard 3.

Hard 1 Kit Bottle Equivalent

Hard 5.

Hard 2 Kit Bottle Equivalent

Hard 6.

Hard 3 Kit Bottle Equivalent

Hard 7.

Hard 1 Chemical Function

Raises the pH of the water sample.

Hard 2 Chemical Function

Acts as the color indicator in the hardness test.

Hard Water Indicator Color

Red or fuchsia.

Softened Water Indicator Color

Blue.

Hard 3 Chemical Function

The water-softening titration chemical used to measure hardness.

Hard 3 Drop Value

One drop represents one grain per gallon of hardness according to the training procedure.

Hard 1 Chemical Dosage

Five drops.

Hard 2 Color Indicator Dosage

Five drops.

Grains Per Gallon Determination Method

Count how many drops of Hard 3 it takes to change the hard-water sample from red back to blue.

Training Example Tap Water Hardness

9 grains per gallon.

Grain to Pound Mineral Weight Analogy

Each grain represents about 15 pounds of mineral material per year.

9-Grain Annual Mineral Accumulation Example

135 pounds (calculated as 9 x 15 = 135).

Post-Hardness Engagement Question

"Did you realize your water was that hard?"

Major Hardness Consequence Question

Asking what customers think that amount of mineral buildup would eventually do to their pipes, appliances, and water heater.

Hardness Consequence Question Protocol

Stop talking immediately after asking and wait for the customer to answer.

Hardness to Precip Test Transition

Explain that the pounds-of-rock analogy may not mean much visually, so the next test will show what that junk looks like.

Precip Test Purpose

To provide a visual demonstration of material or "junk" present in the water.

Precip Reagents Dosage

Two full droppers of A and two full droppers of B.

Precip Jars Post-Preparation Steps

Cap them, shake them, set them aside, and allow them to react.

Precip Jars Anticipation Technique

Cover them with a microfiber towel so customers cannot see results early.

Precip Jars Reaction Time Conversation Topic

Ask customers about themselves, such as their jobs, to maintain rapport.

Precip to Chlorine Transition Phrase

"While these are reacting to determine what type of water we're working with, we're going to do a chlorine test."

Chlorine Test Introduction Tool

A pool and spa chlorine test kit.

Pool Test Kit Intro Question

Ask whether they have seen one before and why you might be using a pool test kit on their tap water.

Municipal Chlorine Disinfection Purpose

To disinfect the water and kill germs and microorganisms.

Adequate Chlorine Disinfection Range

0.2-0.4 ppm.

Chlorine Sample Water Temperature

Cold water.

OTO Solution Dosage

Five drops.

Chlorine Color Chart Reader

The customer (hand the kit to them and ask them to match the color to the chart).

Rationale for Customer Chlorine Reading

It becomes their own observation instead of the salesperson telling them what the result is.

Main Chlorine Showering Tie-Down

Ask how many people they know who would willingly shower and bathe in water with a chlorine level comparable to pool water.

Chlorine Section Cooking Analogy

Ask whether they would eat food, such as lasagna, that had to be boiled or prepared using pool water.

Chlorine Skin Correlation

Dry, itchy skin and the need for lotion after bathing.

Dry-Skin Personal Discovery Question

Ask whether anyone in the home has sensitive, dry, itchy skin or similar symptoms.

Chlorine to Handwash Transition

Increase energy and explain that now you will show how the water actually affects them personally.

Pre-Handwash Energy Shift Purpose

To wake the customers up, increase engagement, and signal a more interactive part of the demo.

Handwash First Participant Selection Strategy

Choose the person who is less engaged, more skeptical, or with whom you have less rapport.

Handwash Soap Choice

A pure bar soap similar to Ivory.

Handwash Lathering Command

"Like you're a surgeon."

First Hand Rinsed with Treated Water

The left hand.

Treated-Water Hand Sensation

Soft, silky, and smooth.

Treated-Water Slippery Feel Explanation

If there are no bubbles, the soap actually rinsed away; the smooth feeling is not leftover soap.

Treated-Water Hand Drying Protocol

Pat it dry rather than rubbing or grinding it with the towel.

Patting Hand Dry Rationale

The towel may contain soap residue, and rubbing could grind that residue back into the skin.

Tap-Water Hand Rinse

The right hand.

Tap-Water Hand Sensation

Sticky, rubbery, rough, or like "slamming on the brakes."

Sticky Tap-Water Feeling Origin

Soap combining with material in the water and leaving residue on the skin.

Handwash Smell Difference

The tap-water hand retains a stronger soap smell while the treated-water hand has little or none.

Hands Separation Duration Rationale

The difference between them becomes more noticeable over time.

Dual-Customer Handwash Purpose

Validates the experience and increases involvement and emotional buy-in.

Treated-Water Hand Shower Tie-Down

Ask how nice it would be to step out of the shower every day feeling as soft and smooth as that hand.

Healthier Skin Handwash Commitment

"If clean water did nothing more than provide your family healthier, softer-feeling skin, that alone would be worth it, wouldn't it?"

Handwash to Glass Wash Transition

Explain that water does not only affect skin; it also works against everyday household activities.

Pre-Glass Wash Question

Inquire about spots and drops left on dishes and glass surfaces.

Water Spot Household Example

A glass shower door that has to be squeegeed or scrubbed.

Water Source Story Intro Question

Ask customers where they think their water comes from.

Water Source Sequence

Clouds/rain -> runoff -> streams and rivers -> lake/source water -> municipal treatment plant -> home.

Universal Solvent Concept

Water picks up substances and contaminants as it moves through the environment.

Environmental Contaminants Picked Up by Water

Air pollution, road contaminants, fertilizers, pesticides, agricultural material, and industrial contaminants.

Municipal Treatment Story Reality

The city treats and disinfects water, but treatment does not necessarily make it ideal for every household use.

Glass Wash Cleaning Phrase

"You can't get anything cleaner than the water you clean with."

Muddy Mop Analogy

Ask what would happen to floors if you tried to clean them using muddy mop water.

Treated-Water Glass Wash Appearance

Clear, shiny, spot-free, and almost "Jet-Dry" clean.

Clean Glass Symbolism

Demonstrates that the same cleaner-water effect applies to dishes, floors, counters, bathrooms, fixtures, and other surfaces.

Standard Cleaning Sequence Formula

Soap, water, rinse, wipe, and walk away.

Cleaning Time Tie-Down

Ask how much time they think they could save if cleaning were as simple as soap, water, rinse, wipe, and walk away.

Secondary Cleaning Tie-Down

Ask whether they would appreciate the house staying cleaner longer between cleaning cycles.

Glass Wash to Taste Test Transition

"Now that we have this nice clean glass, let me show you what a clean glass of water actually looks and tastes like."

Taste Test Glass Rinsing Step

Overflow/rinse the glass before filling with treated water to remove residue.

First Customer Action in Taste Test

Smell the treated-water sample and notice whether there is an odor.

Second Customer Action in Taste Test

Take a small sip of treated water and swish it around their mouth.

Treated-Water Mouthfeel Comparison

Teeth may feel smooth or polished and the water may have a light sweetness.

Taste Comparison Follow-Up Sample

A small sample of their tap water for smell and taste comparison.

Taste Test Cooking Question

Ask which water they would rather use to cook pasta, rice, vegetables, coffee, tea, or other food and drinks.

Taste Test Key Commitment

The customer verbally chooses the cleaner water for cooking and drinking.

Taste Test to Facecloth Transition

Recap water effects on skin, cleaning, and taste, then explain you will show how it affects them throughout the day even when not thinking about it.

Facecloth Demonstration Preparation Item

A facecloth/towel that has already been soaking in treated water in a bowl.

Pre-Facecloth Squeezing Framing

Establish that what they see is not their fault, the washing machine's fault, or detergent's fault, but due to the water.

Facecloth Cause-Identification Question

Point to the water and ask, "It's all because of your what?" so they answer "water."

Facecloth Flashlight Function

Makes suspended material in the water easier for the customer to see.

Facecloth Flashlight Angle

Approximately 45 degrees.