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Bargaining with discount: what is allowed is what is allowed?
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The nasty tricks of buyers

The above words are terms that the Tricks designate the retail buyer. Until recently, I called this “The 16 nasty tricks of the buyer”. I don't do it anymore because a few more have been added lately. So I stopped counting.

The importance of informing about some of these approaches, for example, in sales seminars, in cooperation with buyers, has continued. Also, to protect yourself against it.

Stress the negotiating partner

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With some of these tricks, the buyer is simply concerned with getting his negotiating partner, i.e. the Seller, additionally artificially “mentally” burden.

In order to upset him, to make him unfocused, to provoke mistakes and negligence and thereby generate negotiating advantages for himself. That's how it is in sport and in Business.

Stress test

Do you know, for example, the stress test? Let's go: Let's say you are the purchaser. At the beginning of the meeting, you put a task to your interlocutor - the salesman. Must have nothing to do with the topic at stake. It can also be a tricky puzzle from a puzzle book.

Just moderate that a bit nice For example: “Yesterday I saw a riddle and I can't figure it out. Can you get the result of 1 from the numbers 3, 4, 6 and 24 using only the basic arithmetic operations, i.e. plus, minus, times and divided, whereby all four numbers must be used, but may only be used once?”

Puzzles and other vulgarities

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And then go – not without trying a little together first – to the Agenda about, talking about this and that, just what it's about negotiate is applicable. And in between, feel free to ask if your counterpart doesn't like it either Head goes and he's still thinking about it. If he hasn't already done so, now he definitely will.

And then you come back to your agenda - and talk about prices, delivery quantities, discounts, discounts, delivery conditions - and you can go back to the page that says: 1, 3, 4, 6, +, -, / , x, 24, and push it away again. Ask In this context, you can also tell us what the discount in kind looks like, or the special campaign because of the company anniversary.

Simply distract!

Just keep going, you're welcome to Combination with another trick, and leave the piece of paper with the numbers openly visible on the table. You can also shuffle it around and talk about "how it looks so easy and yet it's kind of difficult".

Now increase the workload a bit by letting your conversation partner calculate something. For example, how increased purchase quantities affect the price. Or what it could decrease if you get the goods “ex works” instead of “free house” in the future.

By the way, the really important things to clarify!

An “approximate price” is also sufficient for you, but you should first doubt whether it is correct or not. If the seller does the math again and finds that he calculated correctly the first time, then you say: “I am probably already completely confused because of the strange task: 1, 3, 4, 6, 24 - you know. ”

What will happen: Your business partner always has a part of his thoughts and thus his brain power on the darned riddle. You always remind him of that. And do you know that too, this annoyance when something like this light looks like and you can't figure it out?

Targeted manipulation

And while you seem to think about the riddle together, you also get a promise for the special campaign regarding the company anniversary ...

Well, nobody said that there are no dirty tricks in purchasing. Because be for sure: For some, anything that earns percentages is allowed. If you want to defend yourself against this, then you have already taken the first step, because "danger recognized, danger averted".


Top books on the subject

9783965964044

 9783965965300

 9783965963948

 9783965962804

 9783965964549

 9783965965485

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