Spent 30 years in double glazing. Here's what really happens when a salesman visits your home

BurntOnce99

So, I've been lurking on here for a while and decided it's time to actually be useful.
I spent close to 30 years in the home improvement industry — double glazing, windows, doors, conservatories the lot. Trained salespeople, managed teams, sat in on more kitchen table appointments than I care to remember. I'm not in it anymore, partly because I got sick of watching people get quoted initially hugely inflated prices because a small percentage will say yes, and the salesperson earns a bundle.

I'm not going to name companies. Most of the salespeople I worked with were decent enough, and trying to earn a living — they were just doing what they'd been trained and financially incentivised to do.

But I think people deserve to know how the system works. So here it is.

All quoted prices are fluid.
Sales reps jobs in 90% of medium to large companies are mostly self–employed and either commission–only or small basic plus commission based. And the rates earned are truly shocking.. Simple to check this yourselves, find a big glazing co that’s advertising for new or trainee sales people, and if the earnings quoted in the ad has the words “OTE” (on target earnings ) that’ll be commission based, if you ask the advertiser, they will confirm it.

“The sliding scale”
Here’s how it works in the UK‘s biggest national glazing co‘s now in 2026 and always has been for over 40 years.
Almost every regional to national -sized double glazing company has what's called a floor price — the absolute minimum they'll accept for a job. The salesman who comes to your house also has a “full–money” price, (Translation.. the smallest discount given so highest commission rate earned) which can be 50 or 60 percent above that floor price!

His commission is calculated on everything he sells above the floor. So he starts high. If you accept it, brilliant — he earns a bundle. If you push back, he comes down. He or she will still get the job sold, they just earn less. The secret hidden floor price is real, it exists, and in most cases you can get to it if you know what you're doing.

Most common BS sales pressure lines…

"This price is only available tonight"
In 30 years I never once saw a price genuinely expire overnight. Not once. It's a closing technique. The price will still be there tomorrow, next week, probably next month. If a salesman tells you the offer ends tonight, thank him for his time, say you'll call the office tomorrow if you decide to go ahead, and watch how fast that deadline vanishes.

The "call my manager" tactic

If you push on price, a lot of salespeople will offer to ring their manager to see what they can do. It's mostly theatre. In most cases they already know what they can offer — the call is there to make you feel like a special deal is being made just for you. Creates a sense of obligation. Don't fall for it.

"What actually works"

Get three quotes minimum. Don't sign anything on the night — ever, regardless of what they tell you. Tell every company upfront that you're getting multiple quotes and you'll make your decision in your own time. That one sentence changes the whole dynamic of the appointment.

If anyone has a quote they're not sure about, or something happened during an appointment that felt off, post it on here. I'll give you my honest take. Happy to help where I can.

FreeBear

"What actually works"

Go for a local independent installer that doesn't have the overheads of showrooms and incentivized sales teams. A local installer will have a reputation that he/she has built up and is less likely to do shoddy work.

BikingBud

Double glazing, roof, drive, patio, car finance, snake oil > Selling

jackieblack

Basically, IME you can't believe anything that's said by anyone working on commission - their only aim is to get you to part with the maximum amount possible and they will say anything they think might achieve that, whether it's true or not

BurntOnce99

I agree a local company with proven track record is always a solid bet, as long as they‘re not subbing out the installation, which isn't ideal for accountability and getting them back for snagging.

WIAWSNB

That's how it played out with me, MO99, the first time I bought windows for a house I owned at the time. I was completely naive, and didn't even consider looking locally, but instead called out three of the big 'Nationals'.

It went as you describe - all the BS, the calls to the manager, wanting to do a special deal 'for this lovely couple' (that bit was trooo…), and then the huge quote, quickly knocked down to what still made my nose bleed.

I showed them all the door, with the third one having been allowed only a brief visit after he started the same ol' tales. That was that, I thought.

And a week later, the first one called me up with a better offer. I suddenly twigged, and said I was waiting to hear from the others before deciding. This went on for a few more weeks as they all called up with better and better quotes, until was actually 'reasonable'. I went with that. This was back in mid-1980s.

FF to 2015, and our current house needed a couple of new windows. This time I called out two locals, both with longevity and good repute, and also one - forgive me - National.

Needless to say, even after their 'discounts', the Nat was still well in excess of twice the price of the locals, and tried to talk my ears off exactly as before I bundled him out. These guys have no shame - the expression on my face when he 'called up his manager' must have said it all. The locals were near-identical in price and quality, and I chose the one who showed more interest in arriving at the best window design - the other just said, "Whatever you want…"

They look as good as new (tho' one mech did break last year…)

BurntOnce99

A very typical experience, good to hear that you got a great result..

ohreallƳ

When I was soliciting quotes for DG I arranged for a couple of companies to pitch a quote. The first guy, I asked him to write out his quote, what was included and place it in a sealed envelope and the envelopes would be opened once quotes were in.

He refused and left. Next I've got his boss on the phone having a go at me for wasting their time, I explained there was a job here to get however his salesman blew it by refusing to quote.

Albermarle

https://forums.moneysavingexpert.com/discussion/comment/81998406#Comment_81998406

However even for salespeople not working on commission, their objective ( and the pressure from above) is to sell at the highest price possible without losing the business. Not just DG but can be anything; new cars; multi million Pounds business contracts etc. It is their job.

The problem is with pressure selling to vulnerable people, not selling per se.

Momogeew

I had acquaintances in the DG trade, some time ago, and - these guys got very petulant, rude, or obnoxious, when the customer wasn't playing ball - they did, and said, almost anything to get the customer to sign the paperwork there and then.

They felt nothing but contempt for the poor customers too, even saying how they 'hate' them all - and, when they asked to use the loo what they did in the customers bathrooms was, let's say - wholly inappropriate, not to mention disgusting.

I remember all this, very, well and from that point on had zero respect for the them and their ilk, sorry to tar everyone with the same brush but …..🤷

silvercar

I don’t believe the first price is 50 or 60% above the floor price, more like 200%!

One national chain said to me, that I’m not showing enough commitment to my windows. I replied that they are windows, not someone I’d met on a dating app!