Understand the Quartz Countertop Product

Learn about the characteristics of quartz, such as its non-porous nature, stain, scratch, and heat resistance. Know the pros and cons compared to natural stone, laminate, and solid surface countertops.
Research the various quartz brands, colors, patterns, thicknesses, warranties, and price points available. Become an expert on your supplier’s full quartz product line.
Get training directly from quartz manufacturers on proper fabrication, installation, care, and maintenance recommendations. Attend seminars or webinars to stay up-to-date on new quartz products and innovations.

Convey the Benefits of Quartz

Highlight quartz as an extremely low-maintenance material that does not require regular sealing or polishing like natural stone. Quartz does not easily scratch, stain, or etch.
Emphasize the durability and longevity of quartz. With proper care, quartz countertops will keep their beauty for many years compared to materials like laminate.
Note quartz’s resistance to heat, mildew, bacteria, and household chemicals. It can stand up to heavy usage in busy kitchens.
Promote the wide range of colors, patterns, and textures available with quartz. There are attractive options to coordinate with any home décor style.

Address Objections Head-On

Accept that quartz has a higher upfront cost than options like laminate. Stress that its longevity and low maintenance make it a valuable return on investment.
Acknowledge that quartz can be damaged by excessive heat. Advise using trivets and taking care with hot pans. Damage is typically localized and can often be repaired.
Clarify that quartz is non-porous and does not require sealing. Annual application of a surface protector is optional but not essential.
Point out that quartz is made from natural materials and has none of the harmful VOCs found in solid surface products. Quartz is certified safe and environmentally friendly.

Close the Sale

Provide customers with beautiful quartz samples to see and touch. Seeing and feeling quartz makes a stronger impression than photos alone.
Offer promotions or limited-time discounts as extra incentives for customers on the fence. Bundle countertop installation with other kitchen renovation services.
Follow up consistently with quotes, addressing concerns, and nudging customers closer to a decision. Be patient but persistent and keep quartz top of mind.
Highlight positive quartz reviews and testimonials from past customers. Verified experiences from other homeowners provide added reassurance.

Key Selling Points for Quartz Countertops

When speaking with customers, emphasize these core reasons why quartz is a top choice for countertops:

Durability

Quartz is incredibly hard and scratch resistant, preserving its beauty over many years of heavy usage. It stands up well to stains, chips, cracks, and heat damage better than natural stone or laminate.

Low Maintenance

Quartz never needs sealing or polishing. Just clean with soap and water. No special cleaners or frequent reconditioning is required.

Hygienic

With its non-porous surface, quartz does not harbor bacteria or mildew. It’s an ideal choice for food prep areas.

Stylish Appearance

With a wide array of colors, patterns, and textures, quartz allows customizing countertops to match any décor.

Consistent Performance

Quartz has consistent color and pattern throughout. What you see on the surface goes all the way through the slab.

Communicating With Customers

The language you use when discussing quartz countertops with customers can strongly influence their purchasing decisions. Here are some communication tips:

Avoid Industry Jargon

Use simple, clear language that homeowners will easily understand. Avoid technical terms like non-porous or VOCs that mean little to the average person.

Focus on Visuals

Share photos, display color swatches, and have sample slabs on hand. Let customers see and feel quartz to appreciate the aesthetics.

Discuss Lifestyle Benefits

Rather than reciting facts and features, emphasize how quartz improves daily life. Talk about convenience, easy cleanup, and peace of mind.

Tell Stories

Share anecdotes of satisfied quartz buyers who rave about durability, ease of care, and lasting beauty. Positive stories are memorable.

Address Budget Concerns

If pricing is an issue, offer ideas like installing quartz on high-use surfaces only. Find solutions within their budget.

Presenting the Price Quote

When formally quoting customers on quartz countertops, a professional approach is key:

Provide the quote in writing, clearly noting what is included (materials, fabrication, installation, etc).
Break down costs per linear foot for the areas being quoted. Include details on edges, backsplashes, and any other additions.
Be transparent about what is driving the price, such as slab selection, complexity of job, and local market rates.
Specify the time frame for template, fabrication, and installation. Set clear expectations on when the project will be complete.
Note any promotional discounts, special financing, or other incentives being offered as part of the package.
Allow time for the customer to review the details and ask any clarifying questions before requesting a deposit to lock in the quoted price.
Offer a satisfaction guarantee promising expert fabrication and installation along with warranties protecting against defects.
Provide contact information and follow up in a few days to politely ask if they are ready to move forward. Be patient but persistent.

FAQs from Customers

Here are answers to some frequently asked questions about quartz countertops:

Is quartz more expensive than granite?

Quartz pricing is competitive with mid-range to high-end granite. The exact cost depends on the specific materials chosen. Expect quartz to cost $80-150 per square foot installed.

What thickness should I get?

A standard thickness of 2 cm is ideal for most residential kitchen counters. Go with 3 cm thickness for heavy commercial use or substantial overhangs.

How durable and heat-resistant is quartz?

Quartz is very resilient against scratches, stains, chips, and cracks. It can withstand brief exposure to heat up to about 150°C. Always use trivets.

Does quartz require ongoing maintenance?

Quartz is nearly maintenance-free aside from regular cleaning. It never needs polishing or sealing. Simply wipe with a soft cloth and mild soap and water.

How long will my quartz counters last?

With proper care, quartz easily lasts 15-20 years or longer before needing replacement. Many manufacturers offer 10- or 15-year warranties against defects.

Conclusion

With the right expertise, messaging, tools, and persistence, selling quartz countertops can be quite lucrative. Quartz offers the optimal mix of aesthetics, durability, and easy care that today’s homeowners seek. By becoming intimately familiar with quartz products and creatively promoting the lifestyle benefits to customers, sales professionals can capitalize on the growing popularity of this low-maintenance stone. Mastering consultative selling skills and persevering through the entire sales cycle are also essential. With the tips provided above, any kitchen and bath dealer can gain the confidence and savvy needed to drive quartz countertop sales higher.

How to Sell Quartz Countertops