Source: REPLACEMENT CONTRACTOR Magazine
LITERATURE AND LAMPS: SILENT SCREEN
Selling aids will enhance your credibility accordingly. For instance, when selling a window job, Maryland contractor Matt LeFaivre, of LeFaivre Construction in Taneytown, gives homeowners information on low-E and other aspects of the wood and vinyl windows his company installs. “They read while I’m measuring,” he says. “Tell them about low-E and you’re ahead of the guy coming in behind you.”
Swing Line Windows, like many companies, uses a glass presentation kit that includes heat lamps to show the different properties of its glazing. “You can sit there and talk all day,” Moeslein says. “But the salespeople who are successful will always have some way to demonstrate to the homeowner through seeing, touching, and feeling.”
