I’ve noticed a recent trend among sales people, and it truly bugs me. Over the holiday break, Courtney and I bought new living room furniture (visits to four or five furniture stores) and we looked at–but did not buy–a new car. In many situations, the sales people would ask us, ” If I can get X price, will you buy today?” or a variation on that question.
I hate that.
Do you know what it says to me?
It says:
- You are trying to manipulate me into committing to something before I’m ready. I don’t like being manipulated. No one does.
- You think I’m stupid enough to fall for that. That’s offensive.
- You are only willing to help me if I say yes. Otherwise, I’m not worth your time.
As I saw that question more and more last week, I started responding, “No.” It was kind of fun to see the sales people squirm. But eventually I got to the point where I’d just stare at the sales person with a look that said, “Really?”
That was far more enjoyable.
So here’s the deal: Ask me that question and it just cost you another 5% off the top to get my business. If you’re going to act like I’m stupid and manipulable, I’m going to return the favor. And if you say no, I guess you’re not worth my time.
The Prodigal 
I’m the same! Someone pressurising me to buy then and there makes me immediately suspicious.
How about you just counter them with “If I’m willing to pay [insert a value like 25% less than what they just said] will you sell it to me right now? I’d be curious to see how they react to that.