A "no holds
barred" expose of the subtle, sometimes deceptive techniques employed by
"sneaky snake" salespeople to separate you from your money. Forewarned
is forearmed; after reading this, you'll at least have a fighting chance
to avoid being "bit".
information has nothing to do with Trampolines or Trampoline Sales or any
one company in peticular, only
to enlightening you, the reader about retail sales tactics, but please
feel free to check out the rest of our site! Or better yet, buy something
from us or send someone to us that will buy something from us! Thanks!
items listed here are some of the most common "Sneaky Snake" deceptions
used by unscrupulous salespeople to get in your wallet and "make the sale"
at any cost.
The variations on these themes are limitless, but with this general outline
you'll be able to spot a "snake" and protect yourself.
Snake Sales Tricks and How to Avoid Being BIT!
1. The "Bait
and Switch" Fraud - Management is the real culprit behind this deception;
they advertise items at very low prices (usually below their cost), to
drive customers into the store. The problem is they generally don't have
the items in stock, or they have far fewer than needed to meet the demand
they created with their ad. Then management insists that the salespeople
"step the customer up" or "step off" the advertised item, to a higher priced,
more profitable model. In some cases the sales staff is penalized for failing
to make the "step off". Selling the "bait" can even cost the salesperson
their job. If you push them to sell you the advertised model they'll usually
give you a "rain check" and promise to call you as soon as more stock comes
in. Don't hold your breath waiting for the call. Remember, they lose money
on every one they sell. When you run into this fraud, it tells you something
about the people in charge. Just imagine how helpful they'll be if something
breaks and you need service. Our advice: Head for the exit, and never return..
There are stores that have what they advertise, and will actually sell
it to you, if you decide you want the item. Seek them out.
2. The "Keep
You Waiting /Wear You Down" Ploy - This is a famous one at car dealerships.
The salesperson puts you in a little room, then abandons you for very long
periods of time. They claim to be working on the "sales manager" to get
you a better deal. (In actuality, they're in the back eating donuts or
playing cards while you're fidgeting in the little office, soaking up the
ambiance of the sales awards and family pictures.) The psychology behind
this ploy is simple: the longer you're in the dealership, the greater the
sense of "investment" you have in finally making a deal with them. They
also know you don't have unlimited time to shop, and the more of your time
they eat up, the less of it you'll have to shop around. Don't allow it!
After two or three minutes, get up and WALK OUT. They'll probably tackle
you before you get away.
Warranty Scare Tactics - Extended warranties may (or may not) be a
good deal, depending on the item in question, the likelihood of it needing
repairs during the warranty period, and the price you have to pay for it.
Keep in mind that what you're buying is insurance; and like any other kind
of insurance, an extended warranty can provide valuable protection, or
it can be a waste of money. What you need is honest information about the
average cost of repair, and frequency of repair record to make an intelligent
determination. Unfortunately, some stores choose to skip the facts and
go directly to scare tactics to try to pressure you into buying an overpriced
extended warranty. Lines like:"You'll sleep better knowing you're protected
from costly repair bills", or "a friend of mine paid over $200.00 to get
his fixed. . . now he wishes he'd bought the extra warranty". Another tip
off: When the salesman (or woman) pushes much harder to sell the warranty
than the product. This is the case when the store makes more money on the
warranty than on the sale of the product. A good way to gauge the relative
price of an extended warranty is to compare the stores cost per year of
coverage with the manufacturers own extended warranty plan. It would be
foolish to pay MORE than the manufacturer charges. Comparison shopping
in this way can turn up a good value, but, (and this is a BIG BUT), be
sure the warranty is insured by an outside underwriter - too many stores
have gone belly up and left their customers holding the bag. . .and the
bag is empty.
4. The "I
Made a Mistake Adding This Up" Trick - This is an old trick, sometimes
used when you're negotiating to purchase several items at once, like a
furniture ensemble, or a car with a number of options. Prior to your making
a buying decision, the salesman will offer to give you an estimate of the
"total investment". (They never say price; it's always an investment -
even though it does nothing but depreciate from day one. Very strange.)
The trick is, they "make a mistake" and quote you a figure, perhaps a few
hundred dollars too high. Then, they carefully gauge your reaction to the
inflated price. The idea is to "soften you up" with the higher figure,
then "discover" their error, and viola', you just "saved" another two hundred
dollars. You're supposed to be so excited by this "discovery" and the "lower"
price that you go ahead and agree to make the purchase right then. It's
an old trick, but it still works on the uninformed.
5. The "Get
`Em Saying Yes" Routine - This is easy to spot. You're asked a series
of questions that you will likely answer in the affirmative. "Do you want
a car that handles well?" (Who doesn't?) Is low maintenance cost important
to you? (No, I like $150 oil changes.) Is the safety of your family a concern?
(No, I just took out a big insurance policy on the whole bunch.) See the
pattern? This is supposed to "set you up" to say yes to the all important
"closing" question: "Can I get you into this car today?" If you see the
pattern developing, throw them a few curves, just for fun - then "just
6. The "This
is the Last One" Ruse - Along with a hundred variations: "Another couple
is looking at this same home - but if you can make a decision now. . ."
This is an attempt to play on our fear of "missing out" on something. Simple
logic will tell you that even if it is the "last one", whoever made it
will be glad to make another. But they don't want logic to come into this
equation, they prefer emotion - and fear is a powerful motivator. Question
the assertion. Is this the last one because they're not making it any more?
Why? Was it a bad design? Didn't sell well? Sounds like a reason to negotiate
a lower price! Don't be pressured into making a premature decision.
7. The "Low-Ball"
Lie - This is often used when you're pre-shopping by phone. The salesman
will give you a very low price (called a low ball) to get you to come into
the store or dealership. Sadly, when you get there, the one you were quoted
has been sold, but another even nicer model is available for just a little
bit more. (It's a variation of bait and switch.) Or apologies are forthcoming
because a "mistake" has been made, and they can't sell the item for the
price you were quoted. In either case, the aimed for result was to get
your warm body into striking distance of one of their snakes. Then they
have a chance to try one or more of the other deceptions on you. Sure,
it makes some people so angry that they never go back to a store that "low
balled" them - but unfortunately, others fall for it. You don't have to
be one of them. Grab your wallet and run.
8. The "Today
Only" Tactic - It's a popular variation of the "this is the last one"
ruse, but even more common, now as so many so called "power retailers"
run sales promotions for very limited time periods. This sets up an atmosphere
of supposed "urgency", wherein you must decide to make the purchase right
then. (The urgency is suspect since these guys will very likely be running
another "Today Only" sale, with the "Lowest Prices EVER!" the day after
tomorrow.) Again, they just want to make it difficult for you to shop the
competition and comparison shop. Of course some sales and promotional offers
ARE for a limited time, (nothing lasts forever), but a store that respects
your intelligence and dignity will probably give you several days or even
a week or two to shop, compare and make a decision that's right for you.
9. The "Paperwork"
Euphemism - This illustrates the power of words. Salespeople have been
taught to be very careful about the words they use in front of a customer;
especially at the point of finally closing the sale. You'll hear an innocent
sounding request like: "I just need you to "OK" the paperwork, sign right
here", or "just initial this for me". Please note that the so called "paperwork"
is actually a legally binding contract; salespeople know most of us have
a natural aversion to signing a contract, so the "C" word is transformed
into the more innocuous "paperwork". Whatever they call it, remember: If
you sign it, you may be legally obligating yourself to BUY, and you may
forfeit any money put on deposit should you change your mind. READ the
thing CAREFULLY before you sign. (The "three day cooling off period" that
allows you to cancel a contract within three days usually applies only
to "in home" sales presentations, in most states. Check locally to be sure
of the laws that apply in your area.) It's a good sign when you find a
salesperson that calls a contract a contract.
"Turn Over" Maneuver - Known on the inside as a "T.O." or "hand-off",
it's the last ditch attempt to turn a shopper into a buyer by turning you
over to someone in higher authority. This person is usually identified
as the "store manager", or "sales manager", but that may just be a euphemism
for a very strong "closer". Many stores REQUIRE their salespeople to do
a "T.O." if they fail to close the sale. So after trying every close they
know, before you leave they may say something like: "Hold on, let me get
the store manager to see if we can get you a better deal." You may be able
to negotiate a better price with the "T.O." man, but it's more likely that
you'll be subjected to additional pressure to buy right then. When you
see the "T.O." coming, it's pretty strong evidence that the store's focus
is on selling you, rather than helping you. Caveat Emptor. Latin for "Let
the buyer beware."
The information presented here is not meant to be a blanket indictment
of all retailers or salespeople, (just the sneaky snakes who will say or
do anything to make the sale). It's encouraging to see a growing number
of customer focused businesses who do not encourage (or allow) their sales
staff to use these tactics. In marked contrast to the snakes, true sales
professionals operate from a different premise: To help the customer find
the best possible solutions to their problems relative to the products
and services they offer. How can you identify these enlightened businesses
and true sales professionals? One way, is by the absence of the techniques
listed above. Stores that advertise an item just to bait you in, then try
to sell you something else are clearly "snake pits". Buying from the snakes
only serves to keep that nasty species around. Let `em go extinct!
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