| "Just go ahead and sign right here"How many | | | | and there on the spot, but rather will allow you |
| times have you heard those words? Probably | | | | the time to check out their competitors and see |
| more than just a couple. That's because | | | | for yourself, through independent research that |
| salespeople know that the longer a person waits | | | | they are the best choice for you. If you feel |
| to commit; the less likely they will make their sale. | | | | pressured into signing, then know that they are |
| There's nothing wrong with it because it is in fact | | | | applying a sales tactic on you. There are several |
| true. If they let you walk out without having your | | | | ways to deal with this tactic. The best way is to |
| signature on a piece of paper, then there is a | | | | simply make reference to their tactic and put it |
| good chance that they will not make the sale. So | | | | out on the table. Tell them, "Aaaaah. The old sign |
| what's the problem with this? Well, nothing | | | | here, now tactic. Very well done I must admit, |
| really....that's how the game is played, but as a | | | | but seriously, I need time to look this over." By |
| consumer, this signature-driven sale is a unfair | | | | bringing the tactic out into the open, they can no |
| negotiating tactic because it is not quality-based, | | | | longer use it to their advantage. The other tactic |
| but rather fear-based. The salesperson values | | | | that works well is deferring your decision-making |
| your signature more than their assurances that | | | | ability to some imaginary person. What I mean by |
| their service is right for you or to put it bluntly, | | | | this is when they ask for your signature or |
| they value your money more than they value | | | | payment, tell them that you can't without your |
| you.Counter TacticAs a consumer, remember | | | | ["partners"] permission. This person can be a real |
| that it is your money and don't allow the sales | | | | or fictionary spouse, partner, manager, |
| person to buddy up with you and then pretend | | | | boss....anyone believable that you have to confirm |
| like they are hurt that you don't take them at | | | | with prior to making a decision. By doing this, it |
| their word. Remember the credit check | | | | conveniently blocks the salesperson from any |
| analogy....You can shoot the breeze with a car | | | | further negotiation because they now know that |
| salesman all day long, but in the end, he is never | | | | the decision-making power does not lie with you, |
| going to take your word that you have good | | | | so it is pointless to use any more negotiation |
| credit. He is always going to run a credit check on | | | | tactics on you. Whatever you do, don't make it a |
| you. Likewise, you are going to have to run a | | | | personal issue because that will only hinder the |
| proverbial "credit check" on the claims made by | | | | negotiation. The idea is to flush out their tactic so |
| the salesperson. There is no reason why you | | | | that fairness can preside.Tristan Loo is a conflict |
| should have to accept their truth while they do | | | | management expert, certified mediator, |
| not accept yours. Play the game as equals. | | | | negotiator, and founder of Alternative Conflict |
| Remember to keep the emotions out of the | | | | Resolution Services in San Diego, California. He's |
| equation and just focus on the problem at hand. | | | | the author of Street Negotiation--How To |
| The problem is how much they are charging, their | | | | Resolve Any Conflict Anytime. Tristan is a former |
| quality, the competition or fair market value, and | | | | police officer and champion martial arts fighter and |
| your need for their offering. A salesperson who | | | | incorportates those principles into his teaching of |
| stands behind their service or product will not | | | | conflict management. |
| goad you or pressure you into signing right then | | | | |