14 Ways to Resist High-Pressure Sales Tactics

Photo by Nemo's great uncle

Sales people who work on commission face the same difficulties as waiters these days. Budgets are tighter yet his or her total income depends upon making you spend more money than you intended. Just as a waiter will try to up-sell you by suggesting an entree or more expensive wine, a car-dealership salesperson will try to talk you into buying a new car while your waiting for your car to be repaired by their mechanic.

Resisting such high-pressure sales is a combination of knowing what you want before leaving home and knowing how to identify and counteract high-pressure sales methods. Here are 10 steps to guide you through this maze. 

1. Don't Make Yourself a Target: Reject junk mail and sales calls, ask to be taken off lists and place your phone number on the national Do Not Call List. Never allow an unsolicited salesperson into your home and know what you want before you set foot in a store or showroom.

2. Consider Your Options: Make purchasing decisions before you talk to a salesperson. Do you want to purchase a used item, repair a broken item, borrow, rent or buy an entirely new item. 

3. Establish a $200 Rule: If you're married, agree not to spend more than $200 (or whatever figure is appropriate to your income) on any one item without discussing it first. If you're single, consider talking to a friend who will play devil's advocate. Give yourself at least one night to cool down and consider if you really need to make the purchase.

4. Decide on a Price: Establish how much you're willing to spend before shopping. You may end up deciding you don't want to spend anything or want to go for a higher-ticket price to avoid replacing an item in the near future. Consult your budget, bank balance and the quality of product you desire to find a happy medium that is right for you. Remember, however, a higher price doesn't always indicate quality.

5. Do Your Homework: Several minutes of research can save you a lot of money and hassle. Consumers Report is your one-stop shop for just about anything. Your library should have recent editions of the magazine or you can pay a membership fee to use the searchable Consumers Report Web site. Other product-related Web sites, such as Amazon.com, allow consumers to purchase reviews of products sold through that site. If you're buying a car, NPR radio's Car Guys offer a bevy of useful information and user reviews at CarTalk.com. The Internet also allows for easy price comparisons before you step into a brick-and-mortar store. You may find an online price is cheaper, but remember to figure in applicable fees, taxes and shipping costs. 

6. How Will You Use the Item?: If you never cook, that fancy eight-burner gas range is little more than a very expensive kitchen nick-nack. Consider how you'll use a product and how you've used similar products in the past. Are you still using the product and do you like it? If the product comes with many extras, do you really need all of them? Is it worth paying $20 extra for a space heater with a timer if you'll rarely use the timer? Look at all angles of a purchase, such as whether that new couch, piano or other large item will fit through your door. Most importantly, will this item be durable and can it be repaired.

7. Is it a Need or a Want?: You need food, you don't need a new video game. Consider whether the product will improve or damage your quality of life. Is it a toy or a necessity? Sales pitches are calculated to turn a want into a need, where none existed before. 

8. Understand Sales Tactics: If you're shopping with a spouse or partner, watch out for sales reps who will try and play you off each other. Keep in mind you don't owe a person anything just because they've spent a lot of time with you. Sales reps live by the credo, "Always Be Closing," so don't allow yourself to be lulled into complacency. Even small chit chat is directed towards closing a sale.

9. Refuse to Buy on Deadline: Know when a salesperson is using high-pressure tactics and walk away, particularly sales that include a deadline. This includes everything from a first-time-only offer on a club membership to Labor Day sales at a furniture store. If the TVs price will double tomorrow or the couch is suddenly the last one in stock, be on your guard. Deadlines are designed to force you into a sale before you've had time to think.

10. Stop the Chatter: Maintain control of the sales relationship by cutting off conversations when they veer off-topic or go on longer than you'd prefer. High-pressure sales people want to keep you on the line or in front of them as long as possible while continuing to angle for a sale. If you're not interested, you don't have to discuss your reasons. If the sales person still tries to overcome your objections, say a firm "No. Thank you!" and walk away or hang-up.

11. Is the Salesperson on Commission?: Commissioned salespeople are more likely to push high-end products to increase their profit per sale. That's fine if you genuinely need that product, but you may end up paying more for the sales pitch than the item you purchased. Whether you're working with an appliance salesperson or a financial adviser, a commission means the advice you receive is likely to be biased in the adviser's favor...not yours.

12. Ask questions: Don't just nod along to a sales rep's schpiel. Challenge their pitch with intelligent questions about how the product or service works. Be on your guard if the salesperson avoids answering your questions.

13. Be Polite But Firm: It can be difficult to maintain your cool or not feel cowed when someone is giving you a hard pitch. In the end, moderation is your best bet. Tell the sales rep -- in no uncertain terms -- how you feel about the product. Sales reps who recognize you know your mind will either drop the issue or walk away. 

14. Remember Your Goals: If you're saving up to buy a house, pay for college or retire early, you really don't want to spend your money on unnecessary debts. It's not your responsibility to make sure a salesperson can put their kid through college. Consider if the purchase is more important than your eventual goal and how it will impact that goal.