It takes a long time to sell a kitchen
After 2 hours in your home the designer of your new kitchen by this stage will have finished the vast majority of his presentation. Hell have made sure already that youre more than happy with your chosen door, the qualitys what youre looking for in a new kitchen and you wouldnt change anything about the design. Its now time for the price presentation. This will be an experienced kitchen designers favourite part of the visit. But before he tells you the price, he has a very important set of procedures to follow... Calculating how much he can drop the price
First of all, after completing the design whilst sat away from the customer, the designer will calculate the sale price. Hell then calculate how far he can reduce the price in order to hit his lesser earning bands. Then the designer will then decide upon a 'reason' for dropping the price. Hitting your hot spot
During the visit you will have had many discussions with the designer about your ideal kitchen. You may have expressed a desire to have a double integrated oven or an integrated washer if I could afford it. Unknowingly, youve just given the designer a great reason (a 'hot spot') to encourage you to go-ahead on the night. Hes just about to give you the reason-to-buy. Presenting the price 'correctly'
Its now time for the designers showpiece. He makes sure that if youre a couple, youre both sitting down. This is conducive to the right atmosphere. The designer will then begin to list everything he has included in the new kitchen design. Hell say, This is the final price. I wont do any rubbish like giving you the full retail price, then dropping the price in half. Thats sales rubbish. So the price here is the final price youll pay. Now this includes us taking out and getting rid of your old kitchen, your new furniture, your new oven, hob, extractor, integrated dishwasher, all the plumbing, electrical and joinery work as well as your 10-year comprehensive guarantee. Now obviously youve said this is your dream kitchen, so you know from whats in there and the quality of everything that its not going to be the cheapest one in the world. Guess the price
Youre now feeling very nervous. Youre not sure now if you even want to hear the price. The designer has now just done as much as he possibly can to make sure you think that you wont be able to afford the kitchen at all. Its a classic sales technique to take something away before its offered back to you again on a plate. The designer then says, Go on guess! Just before I tell you the price I want to see how much you think its worth. Ive got it written down on this bit of paper so obviously Im not going to change it! There are many ways that an experienced kitchen designer can get you to guess the price. However its done he will get you to guess. From him thats imperative. Get a commitment to buy
If the kitchen designers done his job properly, then youll guess that the kitchen is worth more than the sale price. If you do guess more than this price then the designer will ask you one more simple question before he presents the actual figure to you So if I could do it for that price would you buy it? If you say maybe, he knows that hes got you. He then presents the price. Its just more than what you wanted to pay. You go I do like it, but its slightly more than I wanted to pay. The designer then says, Im sorry that I couldnt quite get it in your budget, but Ive got everything you wanted in it. After another few minutes of consideration, the designer then says, Well theres one other optionI didnt really want to tell you because you said that you wouldnt consider making a decision today. Weve actually been given some integrated dishwashers as a gift from a supplier after we gave them a big order if I could manage to include the dishwasher for free would you consider going ahead today? What do you do now? You have to decide. If its presented correctly though, most people believe its a genuine offer. |
