The Lifehacker web site has a good article about hard sell techniques that cost you money. The secrets of discounts, free gifts, 2 for one, limited purchases and more. A commissioned salesperson added some very useful comments.
Lifehacker : How to Identify and Resist Manipulative Sales Pitches
Here are the comments from dlinkwit27 :
I used to be in commissioned sales (large home appliances), and the following are the biggest tips that I can give any potential buyer of anything.
1) Know what you want. - Know exactly what you need, what you want, and what you can live without. What is your “ideal” purchase? What do you want, but don’t need (and be realistic!)? What are your deal-breakers? Know the answers to these and you _will_ find what you are looking for. Write these answers down and take them to the store.
2) Know what you want to spend for what you want, and don’t waiver – Being steadfast in this is the only way to ensure you don’t get shaken down. One thing I used to use to sell upgrades was the simple “only 20$ more a month! That means you don’t go out to eat one day a month, and you’ve paid for X.” Maybe that is true, but at the end of the year, that is 240 bucks. At the end of 5? That is well over a grand that I just cost you. Have a (realistic) dollar amount in your head, and don’t go over it. Be strong.
3) Never admit to needing anything. – Just don’t. The entire dynamic of the sales relationship changes. When you walk into the store, I am attempting to make you want what I have. Now you just told me you need what I have! Now instead me trying to get you to take it from me YOU are trying to get me to LET you have it. It completely changes the position of power.
4) Walk away at least once – I am good at talking to you face to face. I am charismatic. I can and will make you want what I have. But I can only do that with you in front of me. Get the information you need, get the cost, the monthly payments, get all the information you need from the salesman and then walk away. Go to the food court, a different part of the store, go sit in your car, just get away from the salesman and the product. Take your lists and sit down and rationally think about the features and the costs. Make it a rational decision and not an emotional one. Compare what was talked about to what you wanted from item 1. You wanted a fridge with an ice-maker, but for some reason that never came up. You wanted a car with a 4 star safety rating minimum and all your notes are on the stereo system. As a salesman, I am trained to minimize and deflect from what my product doesn’t have and make you feel like you need what it does. Walking away takes the fancy new toy out of your eyes, gets you away from the smooth talking salesman, and allows you to (hopefully) think with your head and not your heart.
A few minor notes of less importance: no sale is ever a “one-time sale.” The sale will repeat itself. Also, ask about future sales. Salesmen know what sales are coming up, and if you let them know that you are NOT buying today, but might be interested in a few weeks, you’ll be surprised at what they magically know.
Lastly (and this could be item 5 actually), remember your salesman (if you liked them). If you can make them like you, they may be willing to do more to “help you” make the purchase. When you walk out, whether for an hour or for a week, when you come back, remember them. If you ask a different salesman and they remember you talking to someone else, their desire t help you is 50/50. Yes, you came back, so you are interested in the item, but you have walked out before. You are not a guaranteed sale, so why bother wasting more time with you, when you may just leave and come back and find yet another salesman to sell it to you, thus earning them no reward.
Thanks to dlinkwit27 for these useful comments!
