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High Pressure Sales: Deal Or No Deal? - Saturday, June 01, 2013

 

We’ve all heard about high pressure sales tactics and many of us have even endured them.  They come at us over the phone, at check-out counters, during dinners, and through free-vacation packages which "only require attending an informational dinner”.  If you’ve ever found yourself in this situation, you know how intense this sales tactic can be!  Avoid being caught off-guard and check out these tips to help save time, money and avoid being trapped.

What is a "High Pressure” Sale?
This is a technique used to aggressively and persistently convince you to purchase a product by turning "wants” into "needs” and a purchase decision must be made "now”.  High pressure sales tactics may be used on the product itself or on upgrades for an original purchase; such as a vacation package or the extended warranty on your new computer.

Know the tactics:
This method works on emotional manipulation so be wary of idle chit-chat, stalling techniques and other practices which allow sales people to gather personal information.  Answer questions carefully and don’t give away information which can be used to overcome your objections to making a purchase and increase your feelings of obligation to the sales person. 

Am I missing out on a deal?
Recognizing and negotiating a fair price depends on you knowing the market before you shop; otherwise beware of impulse purchases.  When shopping for items that you are not familiar with, like a computer or a car, have a knowledgeable friend help choose features and options that would suit you and stick to your purchase plan.  Identify what you want, how you will use it, and what the costs and options are before shopping.  Remember, if it sounds too good to be true it …

Drop the line:  Phone sales operate on a simple premise: as long as the person is on the line they want to buy that product.  Immediately ask the caller to remove your number from their solicitation list then hang up the phone.  Consider adding your number to the "National Do Not Call Registry” to avoid future sales calls.

Keep your distance:
Another ploy is to corral potential buyers at an event (meal, destination meeting, or tour) which drags on much longer than originally promised and ends with a sales confrontation.  Play it safe and keep your distance.

Decompress the situation:
Slow down and take control if you find yourself in a high pressure situation.  Take control of the conversation and ask questions about quality of the product and don’t be afraid to ask the sales person if they are on commission.  The key to avoiding high pressure sales is to recognize these aggressive situations, understand the product involved and be willing to walk away.

 

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