All human behaviour communicates something to those observing it. When it comes to psychological tricks people might use to get the best bargain out of a salesperson, whilst we wouldn’t like to condone ‘tricking’ people, there’s no denying that certain behaviour can influence people. In fact, there’s whole studies done on this topic, or more specifically, the tactics used to effectively influence others. A great example of this is dressing in the workplace. Your clothing can ‘communicate’ certain things before you’ve even spoken a word, and this can have an impact on how successful you are. Studies have shown that your appearance and attire can strongly influence a person’s perception of your trustworthiness, intelligence, success and even your suitability for a promotion. Just consider how terms like “power suit” and “dress for success” might have come about in the first place. Clothing can act like social armour and the same can be said for your behaviour.
Here’s some tactics that could help to get the best bargain:
CONSIDER THEIR NEEDS FIRST:
The most important thing to be aware of when it comes to getting the best bargain out of a salesperson is thinking about the other person first and what’s best for them. While this might seem counter-intuitive, people who are most effective at influencing others are those who have mastered the art of creating win-win situations. So, if you are able to proposition your purchase or offer in a way that makes the salesperson feel like they are getting something in return, you might be one step ahead. For example, a buying a slightly faulty item at a discount will mean the salesperson doesn’t have to go through their company procedure to send the item back/have it replaced etc. If you explain this to the salesperson they might agree with you – and agree with the price you’ve suggested!
START A CONVERSATION:
Don’t jump straight in and ask for what their best offer is on something, instead, ask them about their day and open up the lines of conversation. The key here is to start a conversation that will allow the salesperson to like you and trust you (and hopefully enough to give you a discount)!
FLATTERY:
There’s a reason the saying ‘Flattery will get you everywhere’ exists. Making someone feel good about him/herself and start listening to you could be just the tip you need to get a bargain in return. Sometimes simply being nice could also help – you might be the first person that has bothered to be kind to that salesperson all day!
LOGIC:
Going on the same example as the above, sometimes logic can be just the thing to get it across the line. Try convincing a salesperson by using factual, logical and step-by-step reasoning.
QUID PRO QUO:
If you are able to offer the salesperson something in return for your bargain, then do it! Offering some sort of Quid Pro Quo (Latin for ‘this for that’) can make it sound more enticing for them. For example, if you give me this price, I can give you a 5-star review or a similar discount at my business, etc.
BE DIRECT:
Being direct, authoritative or exercising power can be an effective way to get what you want however should be used as a last resort. Directly asking for what you want in an authoritative manner can certainly get your point across quickly, but it can come across as very blunt and sometimes manipulative.
Nancy Sokarno is a psychologist at Lysn
Lysn is a digital mental health company with world class wellbeing technology which helps people find their best-fit professional psychologist whilst being able to access online tools to improve their mental health.
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