Tips and advice needed

[Jazzyjeff]

When I go to sell jobs I turn up in casual clothes shorts jacket and trainers as I felt it will make the customer a lot more comfortable than having a sales guy in his suit etc a friend thinks I’m not selling much because of the shorts etc. What’s your thoughts? Also some help on closing deals when I was working for a top double glazing company I was showing the product giving a list price valid for 12 months and then a discount if they signed up on the night with my business I’ve not been doing that as feel because it’s my business I can’t am I being silly or does anyone feel the same

 

[AllUpHere]

What type of business?

 

[Jazzyjeff]

Double glazing

 

[WebshopMechanic]

Morning @Jazzyjeff

I don't tend to turn up in trainers. Personally, I think that is a little too casual unless they smart brown/black, leather trainers.

At the end of the day, first impressions do count to some degree, especially when some customers are a little bit 'old school'.

I usually turn up in something smart but casual like navy chinos, brown brogues and a check shirt (untucked). I like to think that's kind of a half-way house so it still looks respectful and then I let my expertise do the talking.

People are buying into you at the end of the day so it's important you appear as you really are.

Also, in my case, it is a very easy choice because:

1. I have a child who wrecks anything I wear so there's no point buying anything too expensive
2. I don't have a lot of fashion sense anyway.

Just my thoughts.

Matt

 

[fisicx]

@Jazzyjeff , if you turn up dressed like that you won’t get through the door.

At the very least put on some trousers and shoes and wear a shirt with the name of the company on it.

 

[Jazzyjeff]

Thanks both I appreciate that. I just thought maybe casual would be best to relieve pressure because people think our industry are bully’s etc but I will try wearing proper clothes like trousers shoes and maybe a company polo would that be ok do you think?

 

[MBE2017]

It will depend on what your target market is. If you are selling mainly on a low price, casual chinos and polo shirt would be fine, if you are looking to sell on price and quality you need to be smarter to associate with your potential clients.

You have a huge advantage being the owner of the company, this alone should help you close most deals on the day.

 

[Jazzyjeff]

Thanks MBE

 

[Dan Kav]

Fully behind the smart/casual look as mentioned above. Smart enough to get past the "dodgy looking bloke" impression but not too smart that customer's think you've never seen dirt let alone fitted windows.
Personally the only people I now see in full suits are bankers and lawyers...

 

[Nochexman]

When I go to sell jobs I turn up in casual clothes shorts jacket and trainers as I felt it will make the customer a lot more comfortable than having a sales guy in his suit etc a friend thinks I’m not selling much because of the shorts etc. What’s your thoughts?

Back in the day when I was first learning sales, I was told to dress 'one level above the person you are selling to'. This might come down to making sure your shoes were shinier than the person you were meeting, or wearing a silk tie if their's was synthetic - how times change The logic was as follows, if I remember correctly: 1) you are empathising with the person you are meeting by dressing in a similar way to them (mirroring); 2) you are demonstrating your own success; 3) you are asserting some authority that should extend to the thing you are selling.

Even though things have changed, they have not really. You should have thought about your customer before you meet them, including their appearance. Building rapport remains a key step in sales, even if you are both wearing shorts.

 

[David White]

Dress to match your prospects, and if in doubt, dress in between. Shorts sound like a complete no-no to me unless you're selling on a hot summers day, and even then they need to be a smart pair of shorts.

Discounting for a quick sale is an old school technique often used to push people into a sale. Most people are too smart for this nowadays, so at least give them a little breathing space to accept the offer.

 

[Mrs P]

I think dressing smartly when entering someones home shows respect.

If I cannot gauge the dress code for an occasion, I would rather look too smart than too casual.

I often conduct sales meetings in potential clients homes. I usually give a quote and if offering a discount, offer it for seven days, then price reverts to original quote.

As pp mentioned people are wary of pressure selling, so feeling obliged to book now or the price goes up will make them uncomfortable (we've all seen rogue traders).
You will be aware of the cooling off period, if they feel unhappy after you have left they will have the right to cancel anyway and you will have to spend time refunding deposits etc.

Better to be professional, offer a good deal and suggest they take a day or two to consider. Most will be getting a couple of quotes in anyway so will will to consider price, quality, potential (professional) relationship with you. A friendly phone call a few days later to ask if they have any questions and their thoughts about booking you will yield well if you did a good job when you visited. Even if they say they have booked elsewhere (they may be fobbing you off), be polite, thank them for letting you know and remind them you are available if they change their minds.

 

[billmccallum1957]

@Jazzyjeff , if you turn up dressed like that you won’t get through the door.

At the very least put on some trousers and shoes and wear a shirt with the name of the company on it.

I would agree, wouldn't get through my door.

 

[MBE2017]

Discounting for a quick sale is an old school technique often used to push people into a sale. Most people are too smart for this nowadays, so at least give them a little breathing space to accept the offer.

I totally disagree with this point, nothing wrong in trying to secure a deal there and then, people do go for the deal, which is why discounts and sales etc are still constantly used in many forms of selling.

I have never felt the need to be pushy, but time is money, so I explain an on the night extra discount as saving both parties time and money, but always offer any contract paperwork to a client before leaving and ask them would they prefer to tear it up, no hard feelings. I have only had one person choose to do so in three decades of selling to the public.

If I have to return for a sale it is another person not seen on that particular night, all companies should price second visits into their costing, time is money unless you work for free.

 

[Mr D]

I totally disagree with this point, nothing wrong in trying to secure a deal there and then, people do go for the deal, which is why discounts and sales etc are still constantly used in many forms of selling.

I have never felt the need to be pushy, but time is money, so I explain an on the night extra discount as saving both parties time and money, but always offer any contract paperwork to a client before leaving and ask them would they prefer to tear it up, no hard feelings. I have only had one person choose to do so in three decades of selling to the public.

If I have to return for a sale it is another person not seen on that particular night, all companies should price second visits into their costing, time is money unless you work for free.

A discount applicable on the day alone would push me away.
If a deal must be done that day then I must take the time to consider it and look again tomorrow.
Seen people fall for the 'must sign today' method and regret it.

 

[Mr D]

Fully behind the smart/casual look as mentioned above. Smart enough to get past the "dodgy looking bloke" impression but not too smart that customer's think you've never seen dirt let alone fitted windows.
Personally the only people I now see in full suits are bankers and lawyers...

Back when I did sales, at the office with the staff or when dealing with big posh clients then suit worn. Visiting people at home I left the suit jacket in the car and carried a change of clothes (and footwear) in the car for when the job involved more than sitting on a nice chair.

Its surprising what a willingness to see the job site in person makes when trying to sell to a client, suits don't go too well on a building site or a demolition site.

Smart dress but willing to get a bit of dirt on other clothing worked for me.

 

[Opinion87]

@Jazzyjeff , if you turn up dressed like that you won’t get through the door.

At the very least put on some trousers and shoes and wear a shirt with the name of the company on it.

This. Shorts and trainers when asking someone to spend thousands on double glazing? You've got to be kidding.

 

[MBE2017]

A discount applicable on the day alone would push me away.
If a deal must be done that day then I must take the time to consider it and look again tomorrow.
Seen people fall for the 'must sign today' method and regret it.

It does put some people off, but from a sales number point of view it results in more sales. Many people say they will come back, contact you etc and it is for many a polite way of saying NO to doing a deal.

For a true salesperson it is better to get a yes or no on the day, no need to upset anyone by being pushy or rude, no need to take it personally if the answer is no, no-one sells 100% of the time to every client, if they did there would only be one seller for any item.

Done skilfully it results in more sales and more business, the salespeople who walk away without knowing the true answer on the night do not survive for long. For every 10 of those that will be put off by such an approach you will sell to a hundred extra clients by following it.

 

[Mr D]

It does put some people off, but from a sales number point of view it results in more sales. Many people say they will come back, contact you etc and it is for many a polite way of saying NO to doing a deal.

For a true salesperson it is better to get a yes or no on the day, no need to upset anyone by being pushy or rude, no need to take it personally if the answer is no, no-one sells 100% of the time to every client, if they did there would only be one seller for any item.

Done skilfully it results in more sales and more business, the salespeople who walk away without knowing the true answer on the night do not survive for long. For every 10 of those that will be put off by such an approach you will sell to a hundred extra clients by following it.

Yes have seen colleagues use it successfully. And seen their customers back out afterwards too.
My boss used to hate the fact I wouldn't be the best salesman in terms of numbers of sales. He finally figured out just before I left that my sales had a much lower cancellation rate (some months no cancellations).

We were taught that each no means that much closer to the next yes. Its crap and doesn't compute (a decision by one person doesn't impact decision of next person) but is one method of coping with the disappointment of a no sale.

 

[MBE2017]

I agree with you the above can happen, personally I have a 30 year 4% cancellation average, I can live with those figures.

All down to the person involved, there are good and bad in all walks of careers, but in sales the simple fact remains in direct sales anything other than a sale on the night usually results in never hearing from 90% of those that wish to think about it.

Just my experience of watching hundreds of guys fail to make a living, those that do well sell on the night.

 

[Mr D]

I agree with you the above can happen, personally I have a 30 year 4% cancellation average, I can live with those figures.

All down to the person involved, there are good and bad in all walks of careers, but in sales the simple fact remains in direct sales anything other than a sale on the night usually results in never hearing from 90% of those that wish to think about it.

Just my experience of watching hundreds of guys fail to make a living, those that do well sell on the night.

Most of my sales came on the night. Just I didn't use the 'sign now or deal not applied' tactic which I find off-putting.
My dad did a few decades of sales off and on - Senco, Wurth (not spelling that quite correct), some big industrial chemical company and so on. I learnt from him and was overall pretty good at sales - just not a career I particularly wanted.

 

[Mark T Jones]

It does put some people off, but from a sales number point of view it results in more sales. Many people say they will come back, contact you etc and it is for many a polite way of saying NO to doing a deal.

For a true salesperson it is better to get a yes or no on the day, no need to upset anyone by being pushy or rude, no need to take it personally if the answer is no, no-one sells 100% of the time to every client, if they did there would only be one seller for any item.

Done skilfully it results in more sales and more business, the salespeople who walk away without knowing the true answer on the night do not survive for long. For every 10 of those that will be put off by such an approach you will sell to a hundred extra clients by following it.

I guess human nature doesn't change

Personally, I stick to the view that there is no such thing as a 'today only offer', and any salesperson who tries it (too hard) will be shown the door. As illustrated recently when I was buying data. One provider had a process where you had to be visited by a salesman before getting a quote - I agreed, making it absolutely clear than I never buy on the back of a single visit or phone call that I haven't initiated. Guess what - out came the 'today only offer'. I pointed out what I had previously said, salesman got in a huff, slammed his laptop shut and left.

Odd behaviour!

 

[Blaby Loyal]

Is your keyboard working OK?

 

[Mark T Jones]

Is your keyboard working OK?

Ooops - phone fingers!

 

[Nochexman]

...I just thought maybe casual would be best to relieve pressure because people think our industry are bully’s etc but I will try wearing proper clothes like trousers shoes and maybe a company polo would that be ok do you think?

Just wondering how that is working out for you?

 

[Herbs]

Are you asking for their business? Selling is far more complex than just presenting a product and a price. there could be a thousand different reasons why they haven't agreed to purchase through you and most can be handled easily enough by asking the question or assumptively asking what dates would be better for them etc

 

[MBE2017]

I guess human nature doesn't change

Personally, I stick to the view that there is no such thing as a 'today only offer', and any salesperson who tries it (too hard) will be shown the door. As illustrated recently when I was buying data. One provider had a process where you had to be visited by a salesman before getting a quote - I agreed, making it absolutely clear than I never buy on the back of a single visit or phone call that I haven't initiated. Guess what - out came the 'today only offer'. I pointed out what I had previously said, salesman got in a huff, slammed his laptop shut and left.

Odd behaviour!

A basic error ignoring your warning. Poor salesman, unfortunately many do not listen very well.

 

[Mr D]

A basic error ignoring your warning. Poor salesman, unfortunately many do not listen very well.

And yet those of us who are more relaxed about it, say sure no problem. Shall I give you a call say Tuesday morning around 10?
And finish the sale.

All without displaying bad manners and leaving the door open to visit again in the future.