How to Close More Window Treatment Sales: 7 Proven In-Home Techniques

Every in-home consultation is an opportunity — but too many window treatment sales reps leave appointments without a signed order. The difference between a 30% close rate and a 60% close rate often comes down to a handful of repeatable techniques. Here are seven that top-performing consultants use every day.

1. Build Rapport Before You Unzip the Sample Bag

The first five minutes of an in-home consultation set the tone for everything that follows. Resist the urge to dive straight into product. Instead, compliment something specific about the home, ask about the neighborhood, or reference something from your scheduling call. When a homeowner feels like they're talking to a trusted advisor — not a salesperson — their guard drops.

Pro tip: Notice details. A pet bed by the window, kids' artwork on the fridge, or a home office setup are all conversation starters that naturally lead into why they need the right window treatments.

2. Ask Discovery Questions That Reveal the Real Motivation

Most homeowners say they want “new blinds.” But the real motivation is almost always something deeper — privacy from a new neighbor, a nursery that needs blackout, or a living room that's unbearably hot in summer. Great consultants dig into the why behind the request.

Try questions like:

• “What made you decide to look at window treatments now?”
• “Which rooms are the highest priority, and why?”
• “Is there anything about the current treatments that frustrates you?”
• “How important is light control versus aesthetics for this room?”

Every answer you get is a selling point you can reference later when presenting your recommendation.

3. Present Solutions, Not Products

Nobody gets excited about a “2-inch faux wood blind with a cordless lift.” They get excited when you say: “This is going to completely block the afternoon sun that's been heating up your living room, and there are no cords so it's safe for your toddler.”

Always tie every product feature back to something the homeowner told you during discovery. This is the single biggest differentiator between consultants who close and those who simply present a catalog.

4. Use the “Good-Better-Best” Framework

Presenting a single option puts all the pressure on a yes-or-no decision. Instead, offer three tiers. Start with the “best” option that fully solves their problem, then show a mid-range and a budget option. This does two things:

• It shifts the conversation from “should I buy?” to “which one should I pick?”
• Most homeowners gravitate toward the middle option, which is usually your best margin

5. Handle “We Need to Think About It” Before It Comes Up

The number one objection in window treatment sales is “we need to think about it.” The best way to handle it? Prevent it. Early in the consultation, set expectations:

“My goal today is to give you all the information you need to make a confident decision — whether that's a yes, a no, or a ‘not right now.’ Any of those is totally fine. I just want to make sure you don't have any unanswered questions when I leave.”

This reframes the appointment as a decision-making session, not a pressure pitch. When the objection does come up later, you can gently ask: “Of course — what specifically would you like to think over? Maybe I can help clarify.”

6. Create Urgency Without Being Pushy

Manufactured urgency (“this price is only good today!”) erodes trust. Instead, use real-world timelines:

• “Custom orders typically take 3–4 weeks, so if you want these installed before Thanksgiving, we'd want to get the order in this week.”
• “The manufacturer is running a promotion this month that saves about 15% — I can't guarantee it'll extend.”
• “Summer is our busiest installation season, so lead times tend to stretch in June and July.”

7. Ask for the Sale — Directly

It sounds obvious, but many consultants never actually ask for the order. After presenting your recommendation and confirming the homeowner is happy with the selection, transition naturally:

“If everything looks good, I can get this order placed today and we'll have you on the installation schedule within a few weeks. Want me to go ahead and write it up?”

A direct, confident ask — delivered after you've built trust and demonstrated value — closes more deals than any trick or technique.

Putting It All Together

These seven techniques aren't magic — they're the fundamentals that top window treatment consultants practice consistently. The challenge is doing all of them, every time, even on your fourth appointment of the day.

That's where coaching comes in. Whether it's a ride-along with your sales manager or an AI tool that reviews your consultation recordings, getting regular feedback on these fundamentals is what separates good consultants from great ones.