Monday, December 22, 2008

Part II: How to Drive a Hard Bargain @ 1:46 AM

Thank you for those who leave comments on my Plugoo! It was both encouraging and important to a new blogger like me. Appreciations for those who popped by because I tagged them! Please read on for more Say No! Tactics for bargaining and how to use them to make your friends say Yes!

Note: Please read How to Drive a Hard Bargain part I first if you have not already done so.

Say No! Tactic #2 – Foot-in-the-door effect

Lately, I noticed an everlasting supply of ice creams in my home refrigerator. A good thing but let me tell you, this is almost god-sent!

You see, my mother is very health-conscious. Unless I bugged her when we go shopping for groceries, ice-creams are definitely the last thing on her oh-so-HELLthy (sorry for grumbling but healthy food = tasteless food. Most of the time!) shopping list.

There can only be one possibility...

A sudden increase in ice-cream door-to-door salesmen!

You may begin to wonder why I bring this issue up. Yeah, ice-creams and health-conscious mothers have nothing to do with the FITD (Foot-in-the-door) effect but door-to-door salesmen does!

Folks who sell door-to-door long figured out that once they get a "foot in the door", a deal is almost a definite. Why?

To answer that question, I will have to go back to the my "ice-cream & the door-to-door salesmen" subject.

Besides being health-conscious, my mummy is EXTREMELY soft-hearted and sympathetic.
What are your views on door-to-door salesmen? Irritating? Irksome or intolerable?

Well... my beloved mummy feels that this bunch of people are pitiful and often felt sorry for them . This made my mummy an easy prey for those DTD salesmen; a bonus in additional to their ruthless persuasive methods. The worst thing is their ice cream CAKE is ALWAYS melted!! Okay...it's way off the topic but it's true!

DTD Salesmen know that when my mother first agrees to a small request, (opening the door or letting him in etc.) she is later more likely to comply with a larger demand(buying the MELTED ice cream cake!! etc.).

Other sales techniques based on FITD effect includes:

• offered a test drive on car
• asked to complete a survey
• used a free product sample
  

Think that you can resist this easily?

FITD is almost a classic of all persuasive methods for a reason. For instance, if someone asked you to put a large and ugly leaderboard on your blog for three months to promote safe driving, you would probably refuse.

If, however, you had first agree to put a small "button", you would later be much more likely to allow the big leaderboard on your blog.

Do not be tricked again! Your best weapon against manipulating sales strategies is understanding them as they occurs. No more buying and regretting later.

Say No! Tactic #3 – Low-Ball Technique

Certain sales dealers are infamous for convincing customers to buy their products by offering "low-ball" prices that undercut the competition. To get things underway, the salesperson will first offer you an attractively low price, even at below cost. When you said yes, you would have "virtually" bought the product.

Once the hook is set.., it will be hard for you to let loose !

The salesperson would then use various techniques to increase the price before the sale is concluded:

• the product(at the low-ball price) doesn't come with "this" & "that" and you must get them separately. And if you don't get them, your product won't work!
• the product is out-of-stock! Why not buy some "compromise" products that is much better and at just a "slightly" higher rate?

Many people will grumble and hesitate, but most will give in because they felt guilty about "backing out" after agreeing to buy. Some were excited about "almost" owning the product and they avoided their own disappointment by giving in.

To combat, you must arm yourself with accurate information through comparing prices before making a purchase. Be alert the next time someone offers you a product at a price that is "too good to be true".

Get people to say YES!

One of the benefits of knowing these strategies is that you can protect yourself from salesmen who use them to entice you to buy, and regret later. Another advantage is of course to use them yourself! Here's a bit of revision:

Door-in-the-face > Make a request that you know the other party will reject , and then make a smaller request (the one you really wanted in the first place!)
E.g. Ask your neighbour if he can help feed your dog, water your plants and wash your car while you go on holidays. If he rejects, come back the next day to ask if he can at least pick up your mail!

Foot-in-the-door > Start with a request that is easy for the person to agree with, then ask for even bigger demands!
E.g. Ask a bystander for directions and if he could walk with you a little just in case you got lost. Then, request him to bring you to the destination since its not far...

Low-ball > Get the person to commit first then make the requirements less desirable.
E.g. Ask a friend to borrow $10 and agree that you will return the next day. Once he have given you the money, explain that it would be easier to repay him on your next pay day! Don't tell him your pay day was yesterday though!

Know when to say NO! and how to make people say Yes! Just don't say I taught you so!
Merry Christmas and a Happy New Year!

Labels: Everyday Psychology

Monday, December 22, 2008

Part II: How to Drive a Hard Bargain @ 1:46 AM

Thank you for those who leave comments on my Plugoo! It was both encouraging and important to a new blogger like me. Appreciations for those who popped by because I tagged them! Please read on for more Say No! Tactics for bargaining and how to use them to make your friends say Yes!

Note: Please read How to Drive a Hard Bargain part I first if you have not already done so.

Say No! Tactic #2 – Foot-in-the-door effect

Lately, I noticed an everlasting supply of ice creams in my home refrigerator. A good thing but let me tell you, this is almost god-sent!

You see, my mother is very health-conscious. Unless I bugged her when we go shopping for groceries, ice-creams are definitely the last thing on her oh-so-HELLthy (sorry for grumbling but healthy food = tasteless food. Most of the time!) shopping list.

There can only be one possibility...

A sudden increase in ice-cream door-to-door salesmen!

You may begin to wonder why I bring this issue up. Yeah, ice-creams and health-conscious mothers have nothing to do with the FITD (Foot-in-the-door) effect but door-to-door salesmen does!

Folks who sell door-to-door long figured out that once they get a "foot in the door", a deal is almost a definite. Why?

To answer that question, I will have to go back to the my "ice-cream & the door-to-door salesmen" subject.

Besides being health-conscious, my mummy is EXTREMELY soft-hearted and sympathetic.
What are your views on door-to-door salesmen? Irritating? Irksome or intolerable?

Well... my beloved mummy feels that this bunch of people are pitiful and often felt sorry for them . This made my mummy an easy prey for those DTD salesmen; a bonus in additional to their ruthless persuasive methods. The worst thing is their ice cream CAKE is ALWAYS melted!! Okay...it's way off the topic but it's true!

DTD Salesmen know that when my mother first agrees to a small request, (opening the door or letting him in etc.) she is later more likely to comply with a larger demand(buying the MELTED ice cream cake!! etc.).

Other sales techniques based on FITD effect includes:

• offered a test drive on car
• asked to complete a survey
• used a free product sample
  

Think that you can resist this easily?

FITD is almost a classic of all persuasive methods for a reason. For instance, if someone asked you to put a large and ugly leaderboard on your blog for three months to promote safe driving, you would probably refuse.

If, however, you had first agree to put a small "button", you would later be much more likely to allow the big leaderboard on your blog.

Do not be tricked again! Your best weapon against manipulating sales strategies is understanding them as they occurs. No more buying and regretting later.

Say No! Tactic #3 – Low-Ball Technique

Certain sales dealers are infamous for convincing customers to buy their products by offering "low-ball" prices that undercut the competition. To get things underway, the salesperson will first offer you an attractively low price, even at below cost. When you said yes, you would have "virtually" bought the product.

Once the hook is set.., it will be hard for you to let loose !

The salesperson would then use various techniques to increase the price before the sale is concluded:

• the product(at the low-ball price) doesn't come with "this" & "that" and you must get them separately. And if you don't get them, your product won't work!
• the product is out-of-stock! Why not buy some "compromise" products that is much better and at just a "slightly" higher rate?

Many people will grumble and hesitate, but most will give in because they felt guilty about "backing out" after agreeing to buy. Some were excited about "almost" owning the product and they avoided their own disappointment by giving in.

To combat, you must arm yourself with accurate information through comparing prices before making a purchase. Be alert the next time someone offers you a product at a price that is "too good to be true".

Get people to say YES!

One of the benefits of knowing these strategies is that you can protect yourself from salesmen who use them to entice you to buy, and regret later. Another advantage is of course to use them yourself! Here's a bit of revision:

Door-in-the-face > Make a request that you know the other party will reject , and then make a smaller request (the one you really wanted in the first place!)
E.g. Ask your neighbour if he can help feed your dog, water your plants and wash your car while you go on holidays. If he rejects, come back the next day to ask if he can at least pick up your mail!

Foot-in-the-door > Start with a request that is easy for the person to agree with, then ask for even bigger demands!
E.g. Ask a bystander for directions and if he could walk with you a little just in case you got lost. Then, request him to bring you to the destination since its not far...

Low-ball > Get the person to commit first then make the requirements less desirable.
E.g. Ask a friend to borrow $10 and agree that you will return the next day. Once he have given you the money, explain that it would be easier to repay him on your next pay day! Don't tell him your pay day was yesterday though!

Know when to say NO! and how to make people say Yes! Just don't say I taught you so!
Merry Christmas and a Happy New Year!

Labels: Everyday Psychology