Posted on August 9, 2018
When it comes to window and doors in the Twin Cities, one of the oldest sales tricks in the book is Price Conditioning.
Price Conditioning is when a company gives you an outrageously high initial quote, only to then lower it to make you THINK you're getting a good deal.
For example, let's say you need 15 double-hung vinyl replacement windows. A salesperson utilizing Price Conditioning might quote you $30,000. You naturally balk at this price and tell the salesperson to take their windows and get out.
That's when the salesperson will do something like "call" their manager to try to get you a better price. The salesperson then comes back with a second quote of $19,000.
This is when you think, "$11,000 off? Now we're talking!"
Except the $19,000 quote is still way too expensive. At this price point, each window costs $1,267 — way too much for even the highest quality double-hung vinyl replacement windows.
But you've probably never bought replacement windows—you have no idea how much good ones are supposed to cost. You just know that you seem to be getting an out-of-this-world deal.
That's what makes Price Conditioning so effective. Homeowners (understandably) don't typically know window prices. But since everyone loves getting a good deal, that lower second quote appears to be a steal. In actuality, the only theft occurring is the window company swindling you out of your hard-earned money.
Fortunately, it's easy to beat price conditioning by doing your due diligence. Buying windows and doors is really no different than other big purchases. For example, if you were buying a new car, you'd naturally look at different makes, models, and dealerships to determine which will get you the best value for your money.
It's the same with windows and doors. Do some online research about window and door prices in the Twin Cities. Get multiple quotes. Compare brands. When you do this, you'll be prepared if a salesperson tries to price condition you during your appointment. You'll know that a $19,000 quote for 15 double-hung vinyl replacement windows—while substantially lower than $30,000—is still much too high. And you'll be able to confidently tell the salesperson "no"to their phony discount.
One final note: Don't get stressed if the salesperson tries a counter tactic after you say no. Extra pushy salespeople may try to doing something like tell you the quote is only good for that day (or week or some other arbitrary deadline). They'll tell you that you won't get a better deal anywhere else—but only if you sign on the dotted line right then and there.
This tactic is designed so you can't check out competitor prices. The salesperson doesn't want you to discover that the quote is inflated. So they try to force you into a decision on the spot.
Don't budge. The window companies that pull these types of tricks aren't typically the kind of company you want handling your project—their onlyconcern is their bottom line. So don't be afraid to call their bluff. You'll not only save yourself thousands of dollars…but also a ton of stress and hassle.
When you get a quote from Zen Windows, you don't have to worry about pushy salespeople and price conditioning. We provide you with a firm and accurate quote via email. All you have to do is reach out to us by phone or the contact form on our Request A Quote page. Once we collect a little basic information from you (the type of window/door you want, how many, etc.), we'll email you your quote—no sales pitch or in-home appointment necessary!
Thanks for reading—I look forward to hearing from you.