Page 18 - South West
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golden
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!'
price match synseal 01623 443200
Synseal Group are now offering a price match on like-for-like quotes on their Evolve VS vertical sliding sash window range.
The A+ rated Evolve VS windows come with all of the traditional stylings including elegant run-through sash horns, Georgian bars, sculptured profiles and woodgrain finishes. Vertical sliding windows have become hugely popular with installers in recent years and Synseal has seen a large number of Evolve VS installations being shared on social media in recent months as many homeowners opt for this classic style window to replace both timber vertical sliders and casement windows.
faced problems with the original timber windows which needed regular maintenance and repainting – a huge job to undertake on a house with more than 40 window apertures.
Andy Jones, Group Sales and Marketing Director, said:
“For a house like this that would have had vertical sliders originally, it just felt right to put them back, but in a modern way. So we’ve opted for PVC-U windows with a woodgrain finish. Now the house is always comfortably warm and also quiet, which shows how well insulated the property is since the windows were installed.”
“We have seen some really creative installations with our VS windows including beautiful conversions of heritage properties, benefiting from the modern technology of PVC-U windows but with the look of traditional timber.”
The Evolve VS range is available in a range of colours and woodgrains including Cherrywood and Chartwell Green, all available with dual colour white interior, Astragal or Georgian bars, and a variety of hardware choices including white, gold and chrome.
One example is a traditional farmhouse in Nottinghamshire which has undergone a large scale renovation to blend the old with the new. The homeowners
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.
Homeowner Cindy, who opted for dual colour vertical sliders with decorative sash horns, said:
“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.
options on projects. It gives them a place to show a 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
“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.”
idyllic introduction independent network 01282 473170
North Lakes NLG Window Systems has been quick to take full advantage of its Independent Network membership, having joined the pioneering installer support organisation just six months ago.
Recently rebranded from Network VEKA, Independent Network recognised North Lakes with one of two ‘Best New Member’ awards at its annual Members’ Weekend. company has been full of praise for the benefits that membership has brought.
great opportunity to meet other member companies and get a sense of the culture of the network.
Martin Smith, who owns and operates the company alongside his wife Lindsey, commented: “Independent Network really helps to make the most of being a VEKA installer.
“Having such a comprehensive grasp on what customers think about our work, including word-for-word testimonials has been a very useful marketing tool”, Martin continues. “We’ve showcased the info on our website and social media, and find it a great way to illustrate that we’re not just making empty claims about the quality of our work!”
“Since joining, we’ve attended various training days, and feel more than ever that we’re fully ‘up to speed’ with industry advances as a result. The courses also provide a
Karen Lund, VEKA Group’s Head of Partner Programmes commented: “North Lakes has become one of our Best New. We congratulate them on the completion of their newly-developed showroom, and look forward to a long and fruitful future together.”
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