Page 30 - South East
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sales rule 22
paul clifton
0191 270 5101
Listen with your eyes - In order to trust us and buy from us, customers first need to feel that we care and are interested.
A common, yet totally unconscious way to communicate that we don't care less, is to periodically look elsewhere. People who do this whilst chatting with customers are mostly unaware that their eyes are exploring and even judging the surroundings.
Customers however, are very aware of it and can make it mean many things, non of which are good. It is one of the many ways to score low marks with customers.
An ex business mentor of mine; when having a chat with one of my sales staff, would often catch their eyes wondering. "Listen with your eyes" he would unexpectedly snap, annoyed. Often, when I am watching salespeople in the field, I observe poor and even inappropriate eye wandering. One salesman - selling to me recently - looked totally disinterested and was eyeing up my clothes and my wife while I was talking: only when he started talking did he make any effort to maintain eye contact.
This week, observe others to see this for yourselves, and at the same time be aware of your own eye contact. Customers buy two things; good feelings and solutions. So be 'interested in' and 'focused on' the people you meet, and remember, 'you need to connect before you can collect!'
an instant hit alufolddirect 01706 260700
The Aluminium Glazing Design Centre in Blackburn has been an instant success for AluFoldDirect, with more than 200 installers and builders coming through the doors in the first few months since opening.
“This is the only dedicated showroom and advice centre for aluminium glazing outside London and it’s clear from the superb reaction that window installation companies have been waiting for it,” says Craig Miller, MD.
professional, expert image and reinforce good customer service, and we already have lots of regulars who are coming back again and again.
“Once first-time visitors see that we offer Everything Aluminium under one roof, it gives them the confidence that they can come to us, whatever they need. We also welcome new visitors to tour our factory and see how our manufacturing process is set up to deliver what they want, when they want it.
“That’s exactly why we set up the centre in this way – to help installers and builders to win new business in the growing aluminium sector.
“We’re also finding that installers and builders are bringing their customers to the centre to discuss design options on projects. It gives them a place to show a
“We continue to add new products to the design centre. The latest additions are two samples of the new Technic-AL Roof Lantern range. We’ve put two angled display units into the centre, so visitors can see the quality up close. The roof kits are available next day in stock sizes and colours, or in two weeks for bespoke roof lanterns.”
doubling up kombimatec 01582 562218
Sometimes it’s simply all about being in the right place at the right time.
For Trade Frame Manufacturers Ltd this was certainly the case when they stumbled upon Kombimatec at FIT Show 2016 inspiring a working relationship that both parties were excited about.
them to others who might be in the market for new machinery.”
The Pembrokeshire-based company went with the purpose to view the machinery on offer. Impressed with the speed and ease of use of Kombimatec’s machines, it was an easy decision to make when committing to purchasing a pair of machines.
Providing greater fabrication flexibility than ever before, the 4HDV Four Combination Head Welder comes with individual start buttons for each head that enables the machine to be operated from any head. Essentially two machines in one, it can be used as 4 heads together, 2+2, 3+1 or 1+3.
Choosing a 4HDV Four Combination Head Welder and 6 Axis CNC Corner, Transom and Cruciform Cleaner, Russ Evans explained what it was that sold the range. “The fact that they are a UK based manufacturer was a huge plus for us,” he said. “This way if we ever need any replacements parts or a service it’s easy enough to sort out.”
The EV475 6 Axis CNC Corner, Transom and Cruciform Cleaner has two separate sets of cleaning tools, each with their own independent programmable movements, it can work on both sides of the joint at the same time. This speeds up the overall cycle time because transoms and cruciforms can be cleaned in one clamping sequence.
“The delivery and installation went without a hitch and because of that we wouldn’t hesitate in recommending
roof light
is a solid hit
synseal 01623 443200
The WarmCore Fixed Roof Light was unveiled at the FIT Show earlier this year and has already become the product of choice for Celsius Solid Roof customers.
The fixed roof light, exclusive to Synseal Group’s tiled, solid roof system, has been designed using the Group’s award-winning WarmCore technology which uses a multi-chambered thermal core to offer a centre pane U-value of 1.0.
finished product. This fully glazed design means the product has 41% increased visible glass area compared to the equivalent sized market leader in roof lights.
The stepped glass structure covers the whole area of the window, right up to the subtle ceramic edge which sits flush to the roof, to create an incredibly clean-looking
According to the company, the product provides installers with a neater alternative to what is currently available with better sightlines and a white or anthracite grey interior finish, complete with a discreet black flashing kit that is incorporated into the Celsius Solid Roof system.
paul clifton

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