Kitchen Design How a Kitchen Designer Closes a
By: Steve J
It takes a long time to sell a
After 2 hours in your home 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...
Calculating how much he can drop the
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?.
Then the designer will then decide upon a 'reason' for dropping
Hitting your hot
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 reason (a
'hot spot') to encourage you to go-ahead on the night. He?s
just about to give you the reason-to-buy.
Presenting the price
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 at
all. 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
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
Get a commitment to
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
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
What do you do now? You have to decide. If
it?s presented correctly though, most people believe it?s a
Smith worked as a professional kitchen
designer for over two years. In his time
working in the kitchen
industry, he designed
over 1000 kitchens
, selling nearly 400.
Latterly he became disillusioned with the
'hard sales techniques' being employed by
many companies in the industry and has
since developed an online