What You Want
Or buying what you want rather than what the
salesperson wants to sell you!
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Sometimes the greatest single challenge in buying
any product is making sure you get what you
really want rather than what the salesperson or
their company wants to sell you. It is easy to
run down the salesperson and make them out to be
less than ethical. For every "deceiver"
there are many good honest salespeople just doing
their best to make a living, like the rest of us!
So please don't see this section as a bit of a
"downer" on salespeople. I am just
pointing out some of the Tricks
of the Trade I have come across so that
you may be aware of them and hopefully avoid
Now I'm assuming you have done your research and
have a pretty good idea of what you want. You
know what you want to use it for, you have a size
in mind, you have perhaps spoken to some
companies and have had varying and conflicting
feedback. On this page I will detail some of the
most common "confusions" that exist.
They are not in any particular order.
No 1: We don't do Glass Roofs or
recommend them: This often comes up -
especially with the less specialised companies.
Quite simply the costs of a glass roof are much
greater than those of polycarbonate and the
salesperson perhaps wrongly thinks they are less
likely to get a sale. It is also more difficult
to install glass roofs and the companies who are
more interested in quick turn over are less keen
on them. It is worth remembering that glass roofs
are less noisy than polycarbonate in rain
showers. Speaking personally - glass roofs
combined with Pilkington "K" glass is
the natural choice for a conservatory roof and
represent, in the long term, a better investment.
No 2: Pilkington "K" glass
makes the conservatory to hot in the summer
months: This is a complete exaggeration.
Pilkington "K" glass works at its best
when there is a significant differential in
temperature between inside and out as would be
the case in winter.
No 3: This design is not possible: Very
few designs are impossible. More often the
salesperson, whom you should remember often has
quite limited technical experience, does not know
how it is done. The answer here is to ask more
companies to design and quote. Look out for
companies that specialise in bespoke designs and
No 4: We don't recommend Hardwood or PVCu
or Aluminium: This happens when a
company has a limited product range. If you only
do Aluminium then quite naturally you will not
give a glowing reference for Hardwood. For this
reason I much prefer to deal with
"broker" type companies who supply all
No 5: This Special Offer only holds good
for one visit only (variations are
offers ending this weekend, month etc): This is
often referred to in sales circles as the FCD -
First Call Discount. Basically it is to put
pressure on you to make a buying decision now.
Fail to buy now and you lose the discount! With
very few exceptions I would always recommend
"sleeping" on any buying decision. The
only occasion a time-specific-discount can be
relevant is when you are buying an Ex Display
model or something that is End-of-range. That is
the only time I can think of. My suggestion is
don't go for it unless you are truly confident
you are getting the deal of a life time.
On the other hand there is of course a variation
of the above which you can use in negotiating. It
is based on the fact that you are buying in a
very competitive market place, a market place
which you can turn to your advantage. You can
even, if you wish, use this on the companies who
offered you a discount on the first visit only
(although I'm not sure I would want to do
business with them). Now provided you have more
or less chosen the company you want to use,
contact the salesperson or the sales manager and
explain you are just about ready to buy. Explain
that you still feel their price or specification
is not quite as good as you would like it to be.
Put the pressure on them for a change - make an
offer (lets say 3% - 6% - maximum of 10%) below
what they quoted. Or perhaps ask them to include
one of the extras in the base price. Explain you
have the money in place and are ready to make a
decision. You may be very pleased with their
response. What have you to lose? - even if they
do not budge - which frankly is unlikely you will
know you have got the very best deal possible.
Chances are very high that you will save some
money. Please only do this if you are really
confident you want to buy from this company. Also
you must be ready to make a choice. I don't think
it is good to trade companies off against each
other so I would only do it with a company whom I
really wanted to use (that's speaking personally
I know the last paragraph may seem a little
odd for some of us and perhaps it is not for
everybody. If you don't feel comfortable with it
do please, at least, be aware that a lot of
companies will feel comfortable using similar
tactics on you.