Why making the deal now is so important.
In sales and in buying, know what the motivating factors are.
I'm now about a fifteen year veteran of sales. I was actually a carpenter for fifteen before that.
As someone who sells I have these observations about the sales process and the reasons salespeople want to make a deal with you today, not tomorrow or next week. It's a balance between being pushy and finding the best way to do the overall job, which is to sell windows. I'm very lucky in that I think I'm the best option for anyone who needs my type of product. That makes selling easier. That being said, here's why they want to do the deal today.
1. A bird in the hand is worth two in the bush - Salesmen try to make the deal today for a number of quite justifiable reasons; and that knowledge alone is an advantage to the buyer.
2. If as a salesperson, you can only see two, well qualified buyers per day meaning ten per week due to the time factor itself in providing great service. If you have to see everyone of your potential clients twice, you can only see half as many people overall. That costs everyone money.
3 When you see 10 projects a week they blur together a bit. The best discounts and adjustments or freebies that one can find will be hinging on doing the deal today while it's still fresh in everyone's mind as to the details. The math is fresh and it's easy to rework the notes and the plan while the battle plan is on the table. Every detail fades away when the deal is not made at that point causing the need for time and effort to revamp and re-construct the minutia.
4. I try to see two people a day who may only want to see me for a half an hour but in many cases need three hours of instruction and insight to become buyers. If last weeks "bid working" calls and says, "lets go", I'll cancel my other appointments to go get the sold deal. Those people being reset may be inconvenienced and not reset the appointment. Again, a bird in the hand is worth two in the bush. I go where the check is. That does mean repeat visits can increase sales cancellations.
5. A. Buyers move to an important pile on the desk called "To Be Ordered". Those get done and followed up on and ordered and deposited and taken great care of. B. "Bids Working" move to a less important pile called "I should call and follow up on these in a week or two". For a busy sales guy running ten leads a week, that pile is consistently neglected not because I don't care, but because I'm very busy seeing those other ten people.
6. Salesmen as a rule have a 50-50 chance of selling a well qualified lead their product when they are there to answer questions and help with the process. That number decreases to a one in five for bids working statistically.
7. There is no better time to pin down details and perfect an order than at the moment when you are most informed and have it on the front burner. Otherwise the ideas can seem like reheated leftovers or, time can distract us from our goals. (the car breaks down, the A/C goes out or whatever life catastrophe happens)
8. Some can also suffer from "Paralysis by Analysis"... A condition where too much information in a sales pitchy world confuses the central issue and goal. Ultimately, the salesperson wants to make a sale and to be successful, which is always an contingent on a great relationship with the customer or vendor.
All of these factors play into the process of selling and buying windows, or most other home improvements. Knowing them is important. These are also why most home improvement companies want to have both homeowners present for the sales appointment. Having only one homeowner for the sales appointment is called a one legged sales call. It's called one legged because it can't stand alone. Both legs have to be there for balance.
Whether it's 3 thousand or 5, or ten thousand dollars, no one makes that decision without their spouse. Many will say they want their spouse to do the research and then they can make a decision together as a couple after the bids are in. While this sounds convenient and easy on the buyer, that's really not the case. If both parties need to be in agreement then it makes sense to have both parties there to address individual issues and questions and make product or configuration changes (with associated pricing changes) then and there. Also, this is when the variables are really looked into. I'm sure there are other vendors that do what I do. They are not as good as I am at doing the job. I think I'm the best even if I'm more expensive than other options.
9. Multiple visits and rehashes tend to be confusing and have to potential to lead to mistakes. Here's an example: "This is wrong, we talked about them being tan, not white." " "This was discussed early in the conversation but then we didn't get it pinned down as an important detail that needed to be in the contract". These types of errors are avoidable when it's done all at once... when addressed in two or three or four visits they become more frequent.
10. While some folks just want to sell you something, there are others that sincerely believe they have the best products, installation and value available and they especially want your business for a few reasons; A. If they don't sell it and some better salesperson comes and sells it, you may get an inferior product. B. They know that indecisiveness is as big a burden as anyone can bear. There's a great feeling associated with making a decision and putting solutions in motion. It feels considerably better than anxiety created from being unable to make a decision. Sometimes even the smartest of people can get "paralysis by analysis" if a good guide isn't able to get them "through the weeds".
I have to remember some of the other motivators. There are a few more I'm sure. These are just the ones that come to mind off the top of my head.
As a buyer you can use these truths to negotiate and secure a better deal on anything home improvement related. Beit a roof, a fence, windows or doors , siding, patio covers or sunrooms. You name it, it's a factor and knowing the facts will make you better prepared to get the best deal you can get.
Here's an example of how that works. Fence guy shows up and measures, tells you ten grand. He's expecting you to say "I'm getting bids and will get back to you". His price is probably as high as he thinks he can go based on the market, the project itself and his own profit margins. There is usually some kind of wiggle room. Five percent for instance is a great number.
While he's there and you go over the quote ask him right up front, "Can you come in at $9500.00?
Then pause and wait. Often five to ten percent is on the table. With some vendors there's about 30% on the table. Those guys are a little shady but that's another blog post.
I offer a ten percent discount for the elderly and for veterans and active military, teachers and other public servants like firemen and police men. While I don't give it to just anyone, it's still there and if it gets the job done today instead of next month, it's certainly a variable that's on the table.
I hope this helps you save some money on your next home improvement. If you control the tempo of the meeting, these tips can really help and work with your next contractor meeting.
