Effective Selling - Part I/X

The most successful Fleetwood dealers do not push standard products. The market is filled with customers who think they want "vanilla" products and it is therefore easy to close these sales as long as you're the cheap guy. However, if your intention with every customer is to promote high end products you will end up closing many of those sales and keep customers from going to a long list of your competitors who promote vanilla. You will have raised the "expectation bar" of your customer, making your "vanilla" competitors look even worse. We recommend directing those customers to Fleetwood's entry level products such as the Series 250 and Series 1000. It only takes a few moments to ask your customer..."I know you came in to look at Brand Vanilla but can I have three minutes to tell you about the window industry's best kept secret, a company named Fleetwood?" From there you will have modest success at directing them even further up into products like the Series 3070 and the Series 530-T.