Firstly, do you want to be known as the UK’s best double glazing salesperson?
Well there are 10,000 good reasons to be crowned the UK’s best salesperson on offer
and the video shows who the top three are!
A couple agreed to sit through a number of sales presentations (good stamina) and
rate them on product knowledge, helpfulness and pushiness. Some asked questions
to help the couple decide others were a little more forceful about hearing the important questions, and one spoke very quickly!
Irrespective of your answers we should congratulate the organisers of the FIT show for
thinking outside the box, having the courage to entertain such an event, because it uncovers an important lesson for all sales people…..
“don’t SELL anything, let customers BUY“,
A good salesperson will
- LISTEN to their customers NEEDS,
- INFORM them about the CHOICES they have and then
- GUIDE them towards products and services that fit their needs,
- NOT to force something upon someone that they don’t want or can’t afford.
Check out the video here.
Double glazing salesmen (and women) broadly fall into one of two categories, those who
want to close the deal on the night, and those allow their customer to decide in their own good time.
Some customers think the principal reason why they try to close on the night, is that they don’t want to come back and go over it all again. They probably don’t but the truth is more likely to that they don’t want you to have the chance to consider another product (why would you theirs is best apparently) and often they are being paid on commission or bonus, so they really don’t want you looking elsewhere.
Believe me, they “sit” these appointments every day, the companies they work for have
trained them in selling methods to maximise their chances of getting you to sign on the night. They have rehearsed and practiced the answers you give time and time again, so they can be intense, demanding, and relentless with answers that leave you no choice.
The big problem is that you don’t normally buy new windows every week. There’s no “standard” price lists, adverts are confusing and full of exclusion clauses and every company offers something different and most claim to be better than every other
company, so it is very confusing!
You MUST compare what’s on offer, so NEVER be forced into accepting the first price you see.
These salespeople generally try their luck first; they will charge you what they think you might pay. If you accept (and you’ll be amazed at the number of people who do pay over the odds) they pocket a share of the “overs” and company is very pleased with them!
If you don’t bite, they’ll remember a special offer for people in your street or neighbourhood, or that they need pictures for a new brochure or because it’s a Wednesday
or the last day of the month or they’ve just spoken to their manager (the speaking clock)………basically anything that they think you’ll believe is a genuine discount but ONLY if you sign now, today, tonight.
Don’t do it.
Remain in control and shop around, be happy that you understand what else is available, that their credentials check out, they have good reviews and above all else, that you have decided to buy, you haven’t been forced into the sale.
On the other hand you may find yourself talking to someone who listens to your needs, makes suggestions on those products they think are most suitable and then provide written quotations so that you can compare what they are offering against what others are offering.
These do tend to be smaller businesses, perhaps you’ll see the owner or a rep who is being paid to help you, regardless of whether they make a sale or not (obviously they’d like your business but they may not be results only sales people, they may be salary plus a small bonus) . Clearly they are at risk that you decide to buy elsewhere, so they must be very confident they are offering you they best price, package or offer.
These salespeople will tend to leave you alone for a few days to mull it over,
or just follow up with the occasions call to ensure you have everything you need and determine when you may make your final decision.
Now you may be buying an identical product from these two sales people (unlikely
because even similar products have different components, standards of manufacture
and warranty), but one you felt forced into accepting the other you happily bought from.
At this point it is important to remember your cancellation rights.
Currently, the consumer rights law states that if you decide to buy products and sign
contracts in your own home, you have the right to change you mind, cancel the contract and have any money returned providing you inform the company in writing, within 7 days.
If you sign the contract away from your home (in their showroom for instance) you
cannot claim this right, it is ONLY for contracts signed in your home.
Presently, this right cannot be signed away; however the EU is bringing in some important
changes. They want you to have this “cooling off period” increased to 14 days; however you will be able to sign away the right if you wish. This is likely to cause confusion if people don’t understand what they are signing…….so make certain you ask, get and understand, what the policy is for cancellation before you sign anything!
Now if as a salesperson, you’ve closed a deal, then you’re probably counting the commission cheque and have mentally decided what to do with that money. So to have the company, it’s an order and they don’t want to lose the change of making money from doing the work you requested.
It’s of little wonder then, that companies have strict rules for when, where and how
the cancellation notice is delivered.
LEGALLY once the 7 days has passed, they are under no obligation to refund any money if
you cancel. Indeed, they may allow you cancel but charge you a fee equal to the profit they were going to make or the cost of the commission they have already paid out to the salesperson if they wish, so again……..make certain you ask, get and understand, what the policy is for cancellation before you sign anything!
Have you had similar, better or worse experiences, then do leave your comments here or add your review to a specific company.