How To Split An Atom

The best way to sell anyone on something is to make them believe that they were already sold and you’re only there to remind them of the fact. It’s a tack that has been perfected by used car salesman and Avon associates the world over.

While the hard sell might not be everyone’s cup of tea, anyone who works in the business world should at least know something about it.

Sometimes to the best defense is a good offense. With that in mind, here are a few tips to get you through your next negotiation.

You Can Never Ask For Too Much. . .

As long as you realize that you are not going to get it that is. The first trick to negotiation is to always ask for much more than you really want. Very few people will actually buy the Porsche after it is pitched to them, but by seeing a “really expensive” vehicle, everything else seems a little easier to swallow.

Defense: If someone who is trying to sell you seems to be making outrageous pitches, know that they are likely just trying to soften you up.

Get Your Foot In The Door

All you really need is one concession. Even if that concession is only tangentially related to what you’re trying to sell. The hardest part of any negotiation is breaking down the layers of cynicism that people put up against salesmen. If you can’t get them to agree that $500 is a great price for a Bowflex then at least you can get them to agree that it certainly looks nice sitting in the living room.

Defense: The best way to get out of a hard sell is not to agree to anything. Psychologically, once you allow someone through your defenses, you are a lot more likely to be receptive to the rest of their pitch.

Let Them Talk Themselves Into It

Great salespeople have mastered the art of mirroring our thoughts. They give voice to our misgivings and give us enough room to sell ourselves on their claims. When negotiating you need to know when to speak and when to listen. If you find someone agreeing with you don’t break the spell. Let them talk it out. In general, people are just looking for a reason to agree with you. If you give them half a chance, you’ll find they do most of the work for you.

Defense: Be practical. If someone is trying to sell you, forget the pitch entirely and realize that your biggest concern is to get out of there. Let them wear themselves out and never give them reason to believe that there might be a crack in your armor.

Give away the farm

Because the barn is way more expensive. Sometimes you have to be willing to undersell yourself. If you take a bit off the top, often you can either make it up later through resales (advertising sales people know this well) or by upselling once they agree to make the purchase. Remember that the price that you agree on is only the beginning of the story. People are much more likely to accept a few extra dollars here and there if their check books are already out.

Defense: Use discounts to your advantage. Chances are good that if you hold out long enough, a bad salesman will down sell himself enough that it might actually be a good deal after all. What is important is that once you have the price that you are comfortable with, you can’t budge. Swipe your card, write your check and get out because the longer you stay the more likely you are to end up losing.

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A the end of the day, the best defense against a hard sell is keeping your composure. Salesmen the world over bank on keeping you off balance long enough to fleece you. When going into a negotiation assume that the negotiator will use every trick in the book, and just be ready for them.

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