I am a sales representative for Mass Foam systems, and I sell loft insulation. The appointments are made for me via a telesales team. My prime objective is to sell our product this is carried out under the guise of me being an 'energy surveyor' I carry out reading, measurements and take thermal images in the loft and then present the findings to the customer with an estimate for the works to be carried out
I present our product via videos, presenters, posters etc. and induce them to buy. They are offered a subsidy (which is always the same for every customer).
If all is successful I complete the contracts take a deposit and book an installation date.
Part of the presentation is to calculate their savings on the energy bills, I used to have a printed matrix but this was inaccurate so I created a spreadsheet to display the savings.
Another selling point is the increase in value to their properties again another spreadsheet.
I work on commission only on a sliding scale. The product is priced on a My rate, the higher the rate I can sell at the higher my commission.
We work on a minimum of 50$ so even if a job is 39$ we charge it at 50
The retail price is $39
The subsidised price is $37 (this is an ICY70 a completely bogus name it just makes the customers feel good)
If the price is a sticking point I can call the office and ask for a new code they usually give me my ICY55 or ICY50 this then becomes the rate or we can go much lower and often do just to land a contract.
I have had a spreadsheet which works out the calculations for me at the different rates and shows me instantly my commission rate. Often during negotiations, I like to know what my commission is going to be, then haggle a little harder to keep a better rate for me! I do not let them see the commission I am earning.
Appointments are made by telesales teams they are sent via Whatsapp as an image
As you can see I can't cut and paste.
I want to enter these into a database and calendar/tasks with a reminder for the appointment.
Once I am with the customer I use the sheet to calculate the price of the estimate, I also calculate the savings on their energy bills and the increase in the value of their property.
I also have to measure and draw a floor plan of the loft space (future to be included in their file.
I take pictures with the tablet and use a thermal image camera. (future to be included their folder)
If I am successful I have to fill out a contract and take a deposit, this has to be done by hand. Future plans are to have the info from the appointment prefilled in the contract and use an eform so they can sign on my tablet.
I arrange an installation date, which I need notifying of because this is when I invoice for my commission. (these are currently too the far right off the screen on the Estimate tab in the sheet)
Should I not be successful I email a report of the visit including the figures I have quoted during the appointment. Then I have to enter a follow-up call to see if they have received it and keep them warm. Subsequently another call to see if they have made a decision. Then occasionally an email with an exclusive once in a lifetime deal!!
About the recuiterMember since Aug 29, 2017 Alexander S.
from Illinois, United States