The Book

The Secrets That Commission Only Sales People Will Not Want You To Know.

Commission Motivated sales people who represent the large national home improvement companies, manipulate customers, encouraged and trained by sales managers, while the directors turn a blind eye, putting turnover and profit before the needs of the customer.  Feedback sites are evidence that something very wrong with this system even though it is supposed to be protected by trading standards.  The hard sell never went away. Sales people have just become more clever at hiding it in a ‘soft sell’ approach in response to the increasing education of the consumer.

HIGHLIGHTED CHAPTERS LINK TO PDF.

  • CONTENTS
  • Preface…………………………………………………………………ix
  • 1. About The Book ……………………………………………………1
  • Saving, who will benefit, disclaimers and aims of the book.
  • 2. Why ……………………………………….……………………5
  • Selling happiness, my experience, job hunting, products sold by commission only sales people.
  • 3. Is it fair?…………………………………………………………………………13
  • Market domination, fair and transparent pricing, a level playing field. greed or need,
  • 4. Speed and Greed……………………………………………..23
  • The cause of mistakes, Competition, Buy the product not the person, Customers as guinea pigs, Feedback Scores..
  • 5. The Sales Industry……………………………………………31
  • Shopping, Fishing, appealing to wants and needs
  • 6. Marketing Practices …………………………………………37
  • Door canvassing, telephone canvassing, handling unsolicited calls, text messages, email marketing, direct mail.
  • 7. Buying in the Sales……………….…………………………..53
  • Bargains, January sales, black Friday, trading law, JC Penney.
  • 8. Understanding the Sales Person……………………………..61
  • Employment vs self-employed, mud, lip service, bad sales people, who are they, cherry picking.
  • 9. Buyer Motivation…………….………………………………77
  • Reasons for buying, clear and business-like approach, awareness of emotional drivers.
  • 10. Buyer Behaviour…………………………….……………..91
  • Typical patterns, contradictions, buyers are liars, processing information, the subconscious.
  • 11. The Buying Cycle………………………………….………101
  • Interrupting the buying cycle, High cancellation rate, brain states, interrupt example.
  • 12. Where to Start……………………………………………..115
  • The Internet, advertising, variety, small businesses, setting an agenda, appearance, attitude, hard work.
  • 13. Pre-appointment………………………………………..…125
  • Time, single sits, solidarity, children, budget, quotes, analysis chart.
  • 14. The Appointment…………………………….……………137
  • Signing on the day, showing your hand, hospitality, measuring, establishing rapport, what to expect, offers.
  • 15. Sales Techniques……………………….………………….159
  • Honesty, features & benefits, price conditioning, stories, phoning the manager, fabric shortages, downright dirty tricks.
  • 16.Price Dropping……………………….……………………177
  • Price loading, the scrappage scheme and other myths.
  • 17. The Price…………………………………………..……….189
  • The vital admission, delivering the price, closing, Objections,
  • 18. Negotiation………………………………….………….….199
  • Aims, Barriers, power, budget, taking control, asking for the lowest price, playing with numbers, the written quotation.
  • 19. Payment Options………………………..……………..…..213
  • Deposits, protection, buy now pay later, Interest free finance, interest bearing finance, finance sales pitch, questions to ask.
  • 20. How to Say No or Cancel the Order………….……………231
  • Pitch and miss teams, changing your mind, buyer’s remorse, cancellation right
  • 21. Common mistakes……………………………………….…245
  • Most common mistakes and how to avoid the
  • 22. Other Considerations………………………………………259
  • Customer care, guarantees, customer care, planning permission & building regulations, terms & conditions, supply only.
  • 23. Making a Complaint………………………………………26
  • Where to start, damage, mistakes, compensation, section 75
  • 24. Signing the order…………………………………….27
  • About Sian Wood……………………………………………….279
  • Consumers who make just a little more effort to properly research their home improvement purchase, buy at a better price, suffer less anxiety and enjoy their product more.  The investment of a few pounds and a little time is well worth the effort.
  • To contact Author please click here.