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