I currently work for Zenith as a Showhome consultant read - professional mind changer or Salesperson or in reality Con artist.
After several weeks I have only earned the 400 basic money, I've had no sales so earned no commision and with every course I go on I grow more and more dissatified with the company and the way it treats customers and sales staff. The only thing I will say is the product is without doubt the best on the market bar none.
To understand Zenith you need to understand the Con, we are taught 15 steps of selling that make buyers fall for overpricing and it needs regulating fast because they have got round a loophole to make it look that they have set prices when in fact they are as diabolical as all the other companies out there.
1. Mental and Physical preperation, say to ourselves we are going to sell at whatever we can today, fill in the paperwork with the customers name and address make us look as though we are a good pro company.
2. Break the ice as a lot of you questions like how long have you lived here, do you plan to move, are you interested in saving money, do you want the window's now or in the future these questions seem innocent but in fact they are all used to devistating effect later on trap customers into buying. Or finding out if they can afford finance etc.
3. Take control and introduce the showhome, this is the big CON get it into your customers mind that thier house would make a darn good showhome and give the company lot's of advertising chances, its a con con con con con you can get these discount's without being a showhome. A typical statement would be your in a very busy area this place would bring us in 3 or 5 more customers. IT'S A CON.
4. Establish needs and fill in the showhome questionnaire both are cons made to reinforce the needs of the customer as to why they want new windows etc fitted. You use the questionnaire to let your manager know that your progressing ok and he will ring back later with a grading ususally B or B or some such possitive remark to talk about in front of the customer.
5. Talk about the company how they have been part of the Bowater group which started over 36 years ago, this is ment to dispel the idea of a fly by night company such as you read about in the press, Bowater are no better they just use different tactics.
6. Product demo, I will admit the quality is superb but as plastic is less than 1p per couple of meters start thinking now about profit and how the manager can find money from somewhere to give you even more discount.
7. Show the DVD, this gives the salesperson a break allows him or her to restructure if needs be and to consolidate all that he has talked about. he can also do some pricing up if needs be.
8. Show the show home memo for your area another con, and introduce funding another big money earner for Zenith and the salesperson.
9. Measure design and plan get both people involved so no objections can be raised later, talk them into a cheaper window if needs be. Or a cheaper door, add the VAT on the product in your mind here so you could offer them a new front door if they object to the price or offer to take the vat off which is already included btw. They like both people to be there because 1 person = 50% chance of a sale both = 100% chance of a sale.
10. Pre Close on the price, over come any more objections before showing them the retail price - reinforce the Showhome.
11. Open pricing shock them with the over inflated prices make then want the showhome so they can taste it.
12. Give them the retail price which is for 2 years and don't say anything he who talks first buys the windows.
When they say they cannot afford it you can pretend to leave and if they say what about the showhome funding, or you could say and don't forget you can get HUGE subsidy's with becoming the showhome for this area if they say the first or show interest in the showhome then it's a sale The con has worked.
13. Phone the manager to say you have a new show home, this consolidates the poor suckers into beliving that they have a good deal - they've still paid ofer the odds.
14. Consolidation, talk them down get them back to normal, make them think you are still their friend after all what a lot of them won't tell you is that you have 7 days to cancel. This is what they are afraid of.
There are 15 rules there I've made them into 14 to make the whole thing flow better.
Commision and fees for the ShowHome Consultant Con artist.
It's roughly 12% made up of money for using the finance a 60 bonus if the Carefree plan is used. and other bit's and bobs that make them the highest paid in the industry all without cold calling.
For the poor customer well it's like this.
If you buy for say 5000 retail price then we knock 3% off for the suveyor in 3-4 days this is too keep you busy so as not to cancel, 7% off for quick installation, another way of taking your mind of cancelling, and up to 30% off for the current offer. Plus for every deal over 2000 we take of 2% for 3000 3% up to 10% for a deal at and over 10, 000. then if we still fail to sell the manager can take up to 35% off the final price so you see you are all being conned left right and centre.
If everyone who reads this submits it to the BBC watchdog program perhaps we can all afford a good product at the right price.
What I hate, are the lies that the doorcams say just to get a lead, they make about 6 per lead and get 35 per sale so these young lads con old people or the infirm into getting a saleman round
to give a 10 minute quote. Then if it is a no sale we get pressurised by the boss who in turn rings the customer and tries to close them down.
The training at Pearce house is done in a fun way to make people think that they are selling a good product and that they are not salesmen, in fact the real training and the insults given to customers start in the branch.
The trainers started in the business early and have made a mint from the early boom but to make a lot of money nowerdays you have got to be the worlds biggest b*ard with no soul who enjoys conning people under the name of the showhome account.
Jean-luc
Preatertown
United Kingdom
0 comments