Learn about the psychological pricing and hard-sell sales tactics some window companies use
If you’ve ever had an in-home quote for a home improvement project, then you know how it goes. Typically defined as a Residential Sales Representative, they bring product samples, show graphs and charts, and present a quote for your project. This business practice has been around for decades. The term vacuum cleaner salesmen has become a cultural cliche´.
Psychological pricing
The hours long presentation often includes good, better, best pricing options. Professionally, it is referred to as tiered or bracket pricing. But what you may not be aware of, that this sales strategy works because it leverages human psychology.
People want to feel that have choices and need to feel in control. (Especially in situations where they have limited knowledge.) It has been shown that when given three options, most people will choose the middle price point. This “safe” decision minimizes risk. The lower cost is perceived as a low quality product. The highest cost is rejected because “I don’t really need all that”. Psychological pricing is also why $9.99 is used instead of $10.00. It creates a perception of value.
In-Home Sales Appointments
Almost all in-home sales reps insist that all decision makers are present for the appointment. It is presented as them wanting to make sure that all your questions are answered and that the information is heard by all parties. While that may be true, what
it also does it removes the #1 objection to someone signing a contract- “I have to talk it over with…” Their goal, and commission, is based on getting a signed contract that day. Leaving without the sale is considered a failure.
Skip the Sales Visit
At Jantek, we do things differently. Because we are both a window manufacturer and installer, we can give accurate window pricing without visiting your home. there’s no middle-man or subcontractor, so we can better control our costs.
Our TeleEstimate form covers what we need to know in order to provide a quote for you in mere minutes. Watch this short video to learn how we do it.
Need a quote? Our online TeleEstimate form allows you to get a hassle-free, same-day quote without a sales visit.
