Clearview National October 2015 - Issue 167 | Page 106

SOFTWARE& TECHNOLOGY

Is your sales pitch stuck in the ‘80s?
»»The buying process has
changed radically over the past fifteen years,
as consumers have become increasingly
empowered, with access to more information
and resources than ever before. The internet
has made knowledge instantly accessible,
and social media has enabled consumers to
be in control of their purchase, thanks to
their peers’ conspicuous feedback, which can
be both utterly unforgiving, and incredibly
rewarding for companies involved in the B2C
sector.
However, despite all our advances, many
window companies are still doing business
today as they did 25-30 years ago, using old
school sales techniques that feel dated and can
be off-putting for the potential buyer.
A customised sales pitch
“The industry needs to break away from the
pushy sales tactics that are simply not effective
anymore and, in some cases, can actually
harm the business’ reputation,” said Mark
Dudley, managing director of Windowlink,
creators of market leading design, pricing and
sales software for retail window companies.
He added: “Today’s buyers are extremely
discerning and have all the resources to find
answers on their own, therefore not n VVF