CSL Recessed Downlighting: Good, Better, Best

Showroom associate training, co-branded by Enlightening Sales and CSL Lighting

Place every recessed downlight conversation in the right CSL family within two minutes. Forme, ECO and Acrobat as Good, Better and Best, the ten family selector questions, aperture, housing and trim configuration, GyroShift multiples and Forme cylinders for the ceilings a can cannot serve, the three objections with scripts, and claim discipline. Every number is drawn from CSL spec sheets, selection charts and the family selector.

Length: 35 min. 8 sections
Assessment: 10 question assessment, 8 to pass
Drawing: Weekly Modern Forms fan drawing entry on completion (rules)

Sections

What you will be able to do

Place a shopper or trade professional in the Forme, ECO or Acrobat tier within two minutes using the ten family selector questions.
Describe Forme as a modular commercial grade system of module, driver and trim, state its published specifications, and position it for builders on tight schedules.
State ECO's published specification grade capabilities, including the 1, 3 and 5 inch apertures, the 2.5 inch shallow plenum housing, warm dim and two-tone trims, and position it for designers and specifiers.
State Acrobat's published capabilities, including hot aiming as standard, the field-changeable wall wash, the reflector lens option, premium drivers and millwork trims, and position it for estates.
Configure a downlight in the selection chart order of family, lumen package, housing condition, color temperature, optic and trim, and recommend GyroShift multiples or the Forme cylinder when a recessed can is the wrong answer.
Run the qualifying questions, answer the three common objections with the scripts, and keep prices, competitor comparisons and unpublished numbers out of the conversation.