Eight steps to a better deal

Getting yourself a discount is not as hard as it seems

WAGE rises are tight, costs keep going up, the household budget is under pressure and you know you have to make every dollar count.

So you’ve done your online comparison research, you know what you can spend … and the time has come to clinch a deal. But deal time can come with anxiety, embarrassment and a good old fear of failure.

It doesn’t matter whether it’s negotiating the purchase of the house of your dreams, a new car or a piece of clothing, some people are simply uncomfortable with closing a deal for a great outcome.

It’s nothing to be ashamed of, it’s just human nature. But follow these eight simple steps and we guarantee you will get the price down on virtually everything. Give it a go.

1 BE PRIVATE

A salesperson will be less likely to negotiate with you if they know they’re going to have to give that same deal to 10 other shoppers. So take them aside so it’s just a conversation between the two of you.

That way you have their undivided attention and they can focus on your deal and not be distracted by others wanting to ride on your coat-tails.

2 BE FRIENDLY

Nothing annoys a salesperson more than an aggressive customer trying to bully them into a better deal. It becomes a battle of egos which the customer rarely wins.

So be nice. Come in with honey, not vinegar. A low-key, friendly customer with lots of charm shows they’re willing to work with the salesperson.

3 GIVE THEM AN INCENTIVE

Today, it’s all about the lifetime value of a customer. Business wants to build a connection with customers that will lead to future sales. That’s why everyone wants your email and mobile details.

So let them know you’ll be a great long-term customer. If you’re buying a car at a dealership, tell them you’re planning on bringing it back to them for repairs. If you’re at a local homewares store, tell them you always try to support local businesses when you can.

Agree to sign up for their newsletter and mention how you follow their social media.

4 DON’T BE SO BLUNT WITH QUESTIONS

It’s easy to say no if someone bluntly asks, “Can I get this for 20 per cent off ?” Make your questions open-ended. It’s not so easy if someone says, “I really love this couch, and it would fit perfectly in my loungeroom, but it’s a little out of my budget. Is there any way you could help me?”

You want to engage them, appeal to their sense of fairness to help someone. Give them a chance to work with you.

5 SHOW YOU’RE SMART

You want to come across as an educated buyer because in a salesperson’s mind they are the customers ready to buy now.

Salespeople have targets and they are focused on those who will provide a quick sale so they can move on to the next customer. So share some specific knowledge about that technology you’re considering.

It shows you’re ready to make a decision.

6 DO YOUR RESEARCH

It is just so easy to research just about anything on the internet. And when it comes to negotiating, knowledge is power. If you need to, do a little research on what you’re bargaining for beforehand. You’ll avoid asking for an unrealistically low price.

7 SILENCE IS GOLDEN

You don’t need to fill the verbal void constantly. A negotiation should have an easy rhythm to it and silence is a key feature.

Silence is a great tool because it builds anticipation and pressure in a nonthreatening way. It will often lead the seller to say “yes” just to break the silence.

8 UNDERSTAND THE PRODUCT CYCLE

Most stores look to clear their shelves right before the end of the calendar or financial year, which means that sellers will be more likely to bargain with you then if it means they’re going to sell. In industries such as cars, sellers have monthly targets so buy at the end rather than the beginning when they’ll be under pressure to move stock.