How to be a better person

Glass Time editor Nathan Bushell reviews the latest online performance.

This morning (February 10), I was treated to a masterclass in remote selling by Tommy Trinder’s Chris Brunsdon.

Actually, it was a masterclass in online presentation, full stop. Forget the company’s Framepoint selling software for one moment – which is why we were gathered online for the zoom meeting in the first place – the focus of the show (yes, it was a classy piece of entertainment) was how you can become a better online salesperson. In fact, I would go so far as to say Chris epitomised the perfect online person.

I should really talk about how engaging the Framepoint software is, and how homeowners buy in to the online world the salesperson creates. And how, if used properly, it can elevate your sales pitch above those of competitors.

But I won’t. Not now anyway.

The point I got was that Chris – founder and CEO of Tommy Trinder, who has an enviable pedigree in the window industry – made spinning plates look like a walk in the park. He broadcast an online presentation on Zoom to 150+ professionals globally, with a back-up of support staff and different pre-prepared slides and videos, and he looked more at ease and in control than your favourite YouTuber.

He started off by saying: “This is like Live Aid – anything can happen.” But I saw how confident he looked and I thought, it could but it won’t.

Actually, in my notes, I’ve written: “Chris has got a great enthusiasm. He almost has the quality of a children’s TV presenter – clear and engaging.”

Why am I going on about this? Well, I’ve had something of an epiphany in recent days, and it was touched upon by one of the installers Chris talked to in the presentation: selling windows has changed, and we will never fully go back to the old ways of working.

Installers who use Framepoint enjoy the transparent and modern selling process, as do the homeowners. And while retail companies have had to adapt very quickly to a changed environment, the young employees coming on board are already proficient at this way of working – they are comfortable with the technology and the online engagement.

As one installer said: “The fight is going to be online.”

Therefore, while Chris was demonstrating the strengths of the Framepoint software, and explaining how users have supplemented it with flourishes of their own, such as virtual showroom walk-throughs, and detailed product photography, I was making notes about how comfortable Chris looked online, and this is the sort of tutorial we all need – even if we are not selling.

Chris sat in a brightly lit white attic room with a bike carefully propped up against the wall behind him, and very few other distractions. The light was neutral (not blue or orange), and his camera was exactly at eye level. He also used Blue Yeti microphone (considered almost professional in its quality, yet very easy to set up and use) which gave a studio quality to his voice.

Watching him online – with his clear diction, engaging manner, and adherence to a tight schedule – made me think that we all need a masterclass in being Chris so that we can be prepared for the modern world.

There you go. I’ve got a page of notes about the software, but all I want to talk about is how engaging Chris was. But then, that’s proved the presentation was a success, because isn’t the first rule of selling to engage with your customers?