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