Comments on: Know Thy Enemy: Understand the Salesperson’s Tools

By: Greg

Greg — Tue, 22 Apr 2008 18:31:43 +0000

When shopping, I do my homework and am always ready to leave, but am also prepared to wait them out.

For example, when my wife and I bought our first car after we were married, we told the salesman up front we would not buy or talk numbers; we just wanted to drive the car. After the test drive, we said we wanted to think about it, if we wanted to buy the car, we would be there in the morning.

We showed up when they opened the next morning (we set the entire day aside to work numbers). We packed snacks, drinks, and lunch. We brought reading materials. We sent the message that we were planning on being there as long as they were.

The result was paying $1500 less than we intended to pay when we walked in the door (and it was not a nasty or confrontational experience).

By: Todd

Todd — Thu, 17 Apr 2008 01:04:34 +0000

The internet has made buying durable goods much easier, because there is very little excuse for not knowing the market value of anything ! That’s one of the reasons I’m surprised each day that Ebay goes without publishing a quarterly/annual bluebook containing virtually anything of any value !

By: Trent Hamm

Trent Hamm — Wed, 16 Apr 2008 17:22:57 +0000

I am very hesitant to enter a store without knowing *exactly* why I’m there. Salesmen are the biggest reason why “social shopping” is a terrible idea – if you’re there without a reason, they’ll try to give you one (and scan your credit card in the process, of course).

By: YourHonestAgent

YourHonestAgent — Wed, 16 Apr 2008 15:25:13 +0000

I agree with Saving Freek but I’ve always heard it was called a Tie Down.
Control is the key, anything you can do to take control from the Salesperson is your biggest protection!
At a car dealership dont follow the program if you are out looking at cars research online and know what you will pay for the car before you go! get quotes for the loan from your local credit union, or bank! Dont give them the finance control! When you go in, stay at that predetermined price! Get up and walk away every chance you get!!! This puts the urgengy back on the sales person instead of you! now they are thinking “I am going to lose this commission if I dont meet their price” I have seen Consumers do this and walk away with new cars valued at $24,000 for only $12,000!

The service industry like alarm companies and pest control will commonly use the FUD factor. This means they repeatedly send you a message of Fear Unceartanty and Doubt if you do not purchase thier services! They will talk alot about poisonous pests or break ins in the area, and how their services eliminate the risk. And how they get calls every day from people who had turned down the opportunity to use thier service and now thier home was burglarized so they are now signing up!

Just a few more techniques I see quite often!

By: Saving Freak

Saving Freak — Wed, 16 Apr 2008 14:46:45 +0000

You hit the nail on the head here. These are all classic sales techniques. I would add one more. The sample close. This is a question where you paint yourself into a corner. It always comes after they have collected what you are looking for and it goes something like, “If I can make XYZ happen today would you be willing to buy?” This works with tons of people.

My goal whether I am the consumer or the seller is to build a relationship but never cede control of the conversation. Whenever you are purchasing I would suggest doing the same.