See how SPCloser analyzes a real field-sales conversation

Sales Rep: Can I come right in? Hi.

Customer: Yes, come in here. No need to take shoes off. You’ll actually walk by the windows I wanted to talk about. Well, there’s really just one, but I guess they are all old.

Sales Rep: When people are doing windows, they don't tend to do all the windows at once because that would be a ludicrously expensive way to do it. On paper, it's actually the cheapest way to do it long-term, but we don't live on paper. We live in the real world where you have people, little people running around inside, and everything that costs money.

Customer: Two of my grandkids, I have custody, I'm retired. So, yeah, I have limited funds.

The Window Issue 🪟

Sales Rep: What most people do is a small amount of windows, the ones they're most concerned about. We have monthly payment options where four or five windows tend to cost like $100 a month, making it more of a reality for most people.

Customer: Well, can you look at them and tell me what ones you think should be?

Sales Rep: Yeah, absolutely. Let's go back in. This one I wouldn't worry about at all because it's covered. It's never getting rained on.

Customer: Okay.

Sales Rep: I mean, just this window alone, I look at a lot of windows. I would look at doing this one in the next 12 months. What are your thoughts?

Customer: Well, I'm going to present it to the HOA first and see what they say, especially since it's ruining the outside of our building.

Sales Rep: Yeah, I love it. What if they say they're not going to cover it?

Customer: Well, I have to have it fixed, so. I would only be able to do probably that one though.

Sales Rep: I can look at all of them. What is the budget you're working with comfortably for a monthly payment?

Customer: Probably 80 to 100.

Sales Rep: Okay. I would definitely look at a maximum of four windows. Let's take a look at some of the other windows.

Exploring the Options 🛠️

Sales Rep: I wouldn't worry about these other ones either. Overhang. Same deal. They look to be really protected. I kind of felt along that cedar board around it; it seems solid. I wouldn't worry about those, at least in the near future.

Customer: I am just so tired these days, so I don't feel like doing anything.

Sales Rep: I can imagine. Your house is immaculately clean compared to mine. This one seems really solid. They have this nice slope on it. A lot of times, your cheaper windows out there, like the vinyl ones, just have a flat sill. Wood expands and contracts at the same rate your house does, but vinyl expands a lot more, so they just collect water. I like how they did this a lot better.

Customer: Do you think these are the orange?

Sales Rep: They are 100%. We've only done composite windows since our company was founded in 2005. We've never done a wood window. They're likely our red series, installed by the contractors who built the buildings.

Our Company 🤝

Sales Rep: We invented vinyl back in 1959 but have since discontinued every single vinyl window and patio door. We make all our windows out of a composite, which combines two materials. It gives you something that feels a lot more sturdy than vinyl but never rots, and you never have to paint or stain it.

Sales Rep: We're the oldest and largest window company in the country. If you go with a company that goes out of business, any warranty you had also goes out of business. There are two divisions of our company: our red series (manufacture only) and our blue series. Prior to 2005, we were only our red series. We'd get calls from people with rotting or fogging windows, but the warranty was void because we didn't know who installed them. So we created our blue series in 2005 and took control of the entire process. We make the windows, we install them, we service them, and we warranty them all under one roof.

Sales Rep: We have all of our own guys, who are certified installers. We custom-size every window. We also do a white glove install, so tarps and drop cloths go down, and we vacuum everything up when they're done. Our warranty is 20 years on glass, sash, and frame. It's non-prorated, and labor is covered.

Pricing and Logistics 💰

Sales Rep: We usually start off by building the project, picking colors and everything. Then we talk a little bit about our company and show you some window samples. At the end, there are three prices: retail, monthly promotion, and a same-day price.

Customer: Yeah, he gave me that same-day discount.

Sales Rep: What would you like me to quote today? We need to keep the exterior the same color, probably a terratone to match what you have. The inside doesn't matter to the HOA. We can do a wood interior, but that requires painting and staining. Or we can do the same color inside and outside, which is the most cost-effective.

Customer: So how much more would it be to do the invisible screen?

Sales Rep: $100 total for the two screens. This is one window with two different screens. Anytime you can combine them into one big window, it costs less than doing three windows.

Sales Rep: So, the window with grills comes out to about $11,600. With discounts and financing, it can be around $113 a month. We use a long-term plan with no prepayment penalty.

Customer: And this is the price if what? Why does it go down to $10,000?

Sales Rep: That would be without the grills.

Customer: Well, I don't have $5,000 right now.

Sales Rep: We could just do a quick credit check. There's no money down, and then when the window gets installed, you get to pick that date. It's $113 a month.

Customer: Okay. You can check my credit.

Sales Rep: I'll call you over the next two business days. They'll tell you the first available date, and you can just schedule the measure for a month out so you have time to talk to your HOA.

Customer: Okay. Thank you!