Mattress Buying Guide
Negotiating price for mattresses (Tips 1-3)
There are two things you should bring when going shopping for a mattress; our framework provided below and a notebook. Not only will this help you compare mattresses at different stores but you will also get the salesperson's attention and most importantly, his/her respect.
The mattress salesperson will see that you are doing your research and realize he/she will have to work hard for your business, which means a better deal for you.
Our framework and a notebook will also help you sort out all the statistics of the beds you are interested in. This is called the Buyclass theory of purchasing. This refers to a scheme that divides organizational buying decisions into types based on the complexity and effort required to make them.
There are three decision-making decisions you are doing here, which will most certainly impress the salesperson and help you make the right buy:
1. You are gathering as much information as possible prior to making a decision.
2. You are also considering all possible alternatives seriously.
3. Lastly, you are becoming familiar with the type of purchase you are making.
Tip 2 - How to Comparison Shop for a Mattress
Now we are going to teach you to comparison shop for a mattress, also known as making an Accommodative Purchase decision. This is a process that uses bargaining, coercion, compromise, and the wielding of power to achieve an agreement with the salesperson who most likely has a different preference or priority than you.
So, now that you have your trusty notebook and our framework, you can begin taking down information and statistics on your favorite mattresses now you are ready for some cognitive learning.
As you are taking down some statistics, try out the mattresses you are interested in by lying on them. Make sure you lie on each one for three to five minutes so you get a good feel for it. Also, roll around a bit to see how the mattress responds to your body.
After lying on a bunch of them, pick out your favorite two and write down the statistics for the bed (manufacturer, best price, coil count, coil gauge, ticking, etc.) If the information is not available, ask for the spec sheet.
After you do this, ask the salesperson what the absolute best price is for one of them. Whatever the price is, even if it sounds like a bargain, reply by saying something like "Wow, that's pretty high." Then, do the same thing with your other favorite mattress.
The salesperson will try to convince you to buy one right then, but make sure to leave the store without buying anything!
When you get to the next shop, ask that salesperson for the brand with the same specification of your favorite mattress that was in the other store. It will most certainly be called something else but it is probably the same exact bed.
Once the salesperson shows you the mattress with the same specifications, lie on it and see if it feels similar to the one in the previous store. Then ask the salesperson what the best price is for this specific mattress.
After he/she responds, say something like, "Wow, that's a lot higher than (name the previous store you were in)" your competitors have a lower price on this one, how about another one?? Then ask about your second favorite mattress and do the same exact thing.
By using these tactics, you will compare apples with apples and get the best price from your respective salesperson.
This is called using Compensatory Decision Rules. These are a set of rules that allows information about attributes of competing products to be averaged in some way; good standing on one can potentially offset poor standing on another attribute.
You are doing this by rating your two favorite mattresses and taking down the specifications for each one.
For each mattress you evaluate make note of each of the following categories. This is the key to changing your mattress shopping experience from subjective to objective.
Tip 3 - Everything is always on sale!
You are going to hear a lot of this, "We actually have a special sale on this particular mattress." And "Unfortunately, the sale ends today." Don't believe it!
Almost every store will have a "special sale" that day to make you think that the sales price is non-negotiable when in fact, it is. Make sure to look at the price they are offering as a starting price and not a sales price.
Remember this important rule:
EVERY MATTRESS PRICE IS NEGOTIABLE!