Taking a job selling windows

by 86 replies
113
So after a drunken conversation with a friend of a family member over the weekend, I am just about to dive into something that makes me anxious/excited at the same time.


The job is selling windows to warm leads. That is, a call center does the spade work, qualifies the prospects and sets the appointments. Our job is to visit the home and close.


The product is Windows (actual see through holes in your house, not XP or vista). The pay is commission only, but they pay you £250/week ($350) until you are on your feet and making at least that in commissions. The average sale is around £5k ($7k) and we make 10%.


This is actually something I would normally never go for (commission only), but after speaking to 2 of the guys who have been there for around 6 months, they are making very good money and working only around 3 hours/day. Neither of them came from a sales background, but said the training was first rate and they find their job both enjoyable and easy. Neither have an incentive to lie to me, as they have deep rooted relationships with my family member and I trust them.


I have done my research and asked around a lot as I do currently have a (very poor) job that pays around £300/week which I will be leaving behind with no prospect of return if it goes badly. I also have a mortgage with bills to pay, but no kids.


One of the guys I have spoken to on the subject has actually just retired from being a prison officer and he is a well respected, honest man with a lot of integrity. He decided to take this up in his spare time just out of interest and he says he has never had so much money, and that he wishes he had done it years ago.


My question is, what can I expect? This setup maybe a little different because the lead is already warm and already ready to let a stranger into their home and sell to them.


Any advice would be much appreciated. I respect this community and selling in person is something which really interests me. I have read a couple of books from people such as the main man Claude Whitacre, but I just can't wait to get my feet wet.


Thanks!
#offline marketing #job #selling #taking #windows
  • This all may seem easy and good as your associates have said, but it will only be easy to make the sale if you KNOW how to sell.

    More importantly, you need to be a strong closer! If you're weak in that respect, you're in trouble.

    Study the sales process first of all.

    List
    Prospect
    Initial Contact
    Qualifying
    Presentation
    Closing
    Objection Handling
    Closing

    The bolds seems to have been done for you but you STILL need to make sure the telemarketing team have done their job correctly.

    Let me tell you this, once you learn the sales process, you'll always know where you're at. Humans are predictable so if you can respond to it in more ways than they can, you'll get the sale. Please don't expect it to be easy. Work hard mate!
    • [ 1 ] Thanks
  • Yes, everything Michael said.

    And…

    There has to be an abundance of leads.

    Many will be, shall we say not exactly top class.

    But if you get plenty of them you should be able to make the "maths" work.

    X% no good (you don't even get in the door)

    X% would have been good (you get in the door, you can get the sale but not the financing)

    X% reasonable (you get in the door but it's tough to make the sale)

    X% good (you get in the door and with good selling skills you get the order)

    X% excellant (you get in the door and the sale is easy)

    Selling is all about numbers - you have got to make lots of calls.

    So, you need lots of leads.


    Steve
    • [ 1 ] Thanks
    • [1] reply


    • Hey, thanks for this!


      With regards to the amount of leads, there is an average of around 12-14 appointments/week. What kind of conversion rate would you expect to be typical (once I have undergone the companies sales and product training)? I would estimate at between 1-2 sales/week based on 12-14 appts? Does that sound accurate?
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  • Hopefully the company has a "process" in place and sales training

    This should teach you everything ...and I mean everything...about the product, and all the answers to objections....you will need to learn these so that they come easily and "automatically" to you

    Hopefully you will get your draw and learn....follow a top salesperson and see how they do it...
    be a sponge and learn everything you can, ask questions of the top salespeople. Take advantage of all sales tools - brochures, biz cards, powerpoint presentation or whatever....be sure you are familiar with them, well stocked and ready to rumble. Oh..and learn how to process a sale after the close smoothly...nothing worse than seeing a newbie almost lose a sale as they fumble with the credit card swiper <grin>

    Sales can be - and is - "taught".. and I think best taught by getting out there, watching and listening and learning from those who have already "learned". You have a positive attitude and seem "hungry" so you should do well....best of luck to you
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  • Couple of things to ponder...




    OK - so where does the call centre get its leads from? Is it from inbound calls responding to press/TV/radio/online ads? Or are they (the call centre) doing outbound calls to 'numbers', hoping to get a lead? Without stating the obvious, the first group are further down the pathway of buying



    Never forget that they're still double-glazing salesmen, so they tend to be strangers to the truth.



    Most sales appointments are made for an evening visit - is it possible for you to keep your day job whilst doing the commission work in the evening?


    Again, take that with a pinch of salt. Nobody goes into retirement and decides to sell windows (on commission) 'out of interest'.
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  • I can give you some ideas that may help, especially at first.

    You need to see sales being made. Ask if you can go with an experienced rep on several appointments. Don't talk, just watch. Most sales are either barely missed, or barely made. Expect most sales to be work.

    Use the visual aids the company gives you. It will compensate for your lack of experience, and will built trust in your company. It will also keep your presentation on track.

    You need the mindset that you expect them to buy. Not in an arrogant way, but that buying is the most natural response to your presentation.

    Listen to the prospects. Letting them talk. shows respect, and they will feel a need to return the favor....

    Never say anything bad about a previous purchase they have made. Never. It will kill your chance at a sale. Trust me on that one. Praise an earlier purchase (from a salesman) as smart shopping.

    Never say anything bad about a competitor. No matter what.

    When you get an objection, think of it as just part of the sales process. And when they say, when you fist get there, "We just want an estimate. We aren't buying today"....just understand that everyone says that. And if they don't say that, they are thinking it.
    Don't worry, they haven't seen what you have yet.

    And...if they have some small business, or they sell some small items...or their kid does.....buy it. And buy it before you show them your windows. I looked for opportunities for me to buy some craft or Girl Scout cookies....raffle tickets...anything. They almost always buy.

    If kids are there, or the parents..ask what they think about the benefits. Especially if they live there. If there is a problem, you want it right then. Most likely, you'll get support. Why not? They aren't paying for it.

    If they offer you coffee, or a soft drink, take it, and drink it. No matter how bad it is.
    Never smoke in another person's home. Never use their bathroom. Go before the appointment.

    Make sure the TV is off. Not turned down, off. You can't compete with their shows.

    Anyway, let us know how it goes.
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    • Never thought about this, thanks.

      Do you just flat out ask them to turn it off? Should you say "Oh do you mind turning that off I find it gives me headaches?"
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  • Very good advice Claude

    I do think that in Biz to Biz sales you can/should do follow ups, they do shop around more and change mind...or (maybe) do have to consult partner or silent partner or whatever

    But consumer sales? Big difference....call backs are a waste of time on phone, in person or especially in home no matter what the product is

    It is possible to "close hard" without being too pushy or salesy ....you do need to start right from the beginning of the sale and show them the benefit, gain trust...personalize it....again show the benefit..
    "Paint the picture" ...speaking "as if" they bought and show how great it will be

    Everyone wants to know "what's in it for me"
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  • [DELETED]
  • Being a former appointment setter (employee) for a windows and siding company, I can tell you that within 100 appointments , either 100 more or less, I have set exactly 1800 appointments for specifically windows and siding salesmen, personally, on the phone, in exactly nine months of prior experience, working as a professional telephone appointment setter, with a transient team of around 10 different windows and siding salesman.


    Over the averages I would say that, as an "ok" windows and siding salesman, then expect to make 30k per year. As a "good" one, expect to make 40-50k..., and as a "phenomenal" one, then expect 60k or reasonably higher...


    Anything above 6 figures, and you are some freakish exception, unless you are working strictly commercial leads and land a couple of sky scrapers or something, with thousands of windows.


    EDIT: Oh Yeah, I almost forgot: Expect that 40% of your sales or more aren't going to come from the free telemarketed leads provided, but rather ONES THAT YOU SET YOURSELF WHILE OUT IN THE FIELD.


    It's just the way it works.

    If you can sell at ALL, then you can always make more money doing it for yourself.

    Warm leads or not...sales is sales. It's all hard...and the only magic bullet is going through the fire and becoming GOOD at the thing that 2 out of three men can't even take for 30 days...


    If you can be that good, (Good enough to make 40k on commission) , then why do it for someone else, when you can make 10 times the money doing it for yourself?


    That's my educated opinion.


    Take it for what it's worth.


    If you are a good salesman, it can be a good job... but it certainly isn't a dream job by any stretch.


    A lot of things sound amazing in drunk conversations. lol
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  • Wow. I am pretty amazed at the response to this thread. I truly believe that there is no other industry/interest in existence where expert advice is so readily available, so thankyou for that everyone.


    JD, you say that more money can be made doing it for yourself? What exactly do you mean by this? Do you mean finding leads and setting appointments yourself and still selling the windows?


    Thanks again guys. I may be biased because it is my thread, but I think this would greatly benefit others if it were stickied (maybe after a few more pages of advice aimed in my direction lol).
  • Banned
    The night before your appointment, drive by & throw a rock through a window.

    Easy sale the next morning.










    Just kidding...
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  • Banned
    I took a job at a car dealership on a whim once, and I realized even though I could sell no problem online, thinking in realtime on my feet was a great experience for me.

    I learned a lot about business, about negotiation, about developing a thick skin and becoming fearless - you never know what you're going to get - always embrace life.
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    • You could sell no problem online but you took a job at a dealership? Come on man enough already.
  • Why would doing your own lead gen be a NO NO?? Honestly I hope the 10% commission is on top of a salary as that is pretty slim....I would hope they would encourage you to go out and get leads and help you

    when you sell someone - follow up and ask for referrals..chances are their neighbors could use new windows too
    • [1] reply


    • 10% on a 5k product is £500. One sale a week earns me double my current salary. As I said in the OP, the job is commission only.
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  • Make a deal with the company directors that with any leads you source yourself you get 15%. Use your sales skills to close on that arrangement. Get the job already!
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  • Since John Durham nicely pointed out to me that "everyone here is here to get paid" maybe I should do the same. I am done giving good free advice out ...I have shared a lot of sales techniques
    I would not even share affiliate info

    pay me ...otherwise i will just be here for the giggles
    • [2] replies
    • Not sure who this is aimed at, seems weird actually since nobody said anything out of line to you.
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    • I'm guessing that you have checked out the kids in your own school yard before making that call in general.
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  • If I were you I would take the job and see what happens... but the one thing that struck me about the original post was the above statement. They have only been with the company 6 months.

    The questions I would ask... how many sales guys are there? AND is there any body that has been around for a while doing this?
    • [1] reply


    • The company is the industry leader in the North East of England, been around for 20 years and advertises heavily (TV, Radio etc). So I guess they have always had salespeople. Not sure how many sales guys they have.


      They are willing to pay me a basic wage until I get on my feet and I am making 1 sale a week comfortably (This would earn me more than my current job by some way).
  • There's been some excellent advice on this thread and Claude's is amongst the best . In your position as a commissioned salesman you'll likely have one shot at the sale, then that lead will be dealt with by someone else, so remember buyers are liars when they say they'll let you know its about as likely to be true as a debtor saying the cheques in the post.
    Get yourself out with the top performers if you can, as Peretos principle is deadly accurate in sales, 80% of the sales are made by the top 20% of salesmen .
  • I've just set back up in kitchens after a long time out following a bad head injury and on-going complications and am suffering the opposite problem, I'm dying to get stuck in but am struggling desperately for cost effective leads and would welcome any ideas that are relatively cheap to implement , to avoid ambushing the thread I'll start a new one
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