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Get your FREE Kitchen
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that you use BOTH the Need
Contractor and Reliable
Remodeler
services to get the best quote for your home improvement project. Both services
are FREE.
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Kitchen
Secret #18
How can you ensure you pay the 'bottom kitchen price'?
Tricky.
Very tricky! But managing to find out could save you thousands.
The designer of your new kitchen by this stage will have finished the
vast majority of his presentation. He’ll have made sure already that
you’re more than happy with your chosen door, the quality’s what you’re
looking for in a new kitchen and you wouldn’t change anything about
the design. It’s now time for the price presentation. This will
be an experienced kitchen designer’s favourite part of the visit. But
before he tells you the price, he has a very important set of procedures
to follow...
First of all, after
completing the design whilst sat  away
from the customer, the designer will calculate the ‘sale’ price. He’ll
then calculate how far he can reduce the price in order to hit his ‘lesser
earning bands’. (See Kitchen Secret 6) Then the designer will choose
his ‘drop’.
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,
you’ve just given the designer a great ‘tool’ to encourage you
to go-ahead on the night. He’s just about to give you the reason-to-buy.
It’s now time for
the designer’s ‘showpiece’. He makes sure that if you’re a couple, you’re
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.
He’ll say, “This
is the final price. I won’t do any rubbish like giving you the full
retail price, then dropping the price in half. That’s sales rubbish.
So the price here is the final price you’ll 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 you’ve said this is your dream kitchen, so you know from
what’s in there and the quality of everything that it’s not going to
be the cheapest one in the world.”
 You’re now feeling very
nervous. You’re
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
won’t be able to afford the kitchen atall. It’s a classic sales technique
to ‘take something away’ before it’s 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 it’s worth. I’ve
got it written down on this bit of paper so obviously I’m not going
to change it!”
There are many ways that an experienced kitchen designer can get you
to guess the price. However it’s done he will get you to guess. From
him that’s imperative.
If the kitchen designer’s
done his job properly, then you’ll 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 he’s got you. He then presents the price. It’s just more
than what you wanted to pay. You go “I do like it, but it’s slightly
more than I wanted to pay.”
The designer then
says, “I’m sorry that I couldn’t quite get it in your budget, but
I’ve got everything you wanted in it.”  After
another few minutes of consideration, the designer then says, “Well
there’s one other option…I didn’t really want to tell you because you
said that you wouldn’t consider making a decision today. We’ve 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 it’s presented correctly though, most
people believe it’s a genuine offer. Unfortunately Kitchen Secrets can’t
tell you definitively how to find out the bottom price. We can make
you a lot more aware of the sales process though – and therefore a lot
more informed about how and when to make a decision. Good luck!
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