Dr. Sandi Mann specialises in social psychology with a keen interest in business psychology.
A respected expert in behaviour, she can train clients to analyse body language, overcome fears and approach any situation with confidence.
She has authored many books, including Would I Lie To You: Deception detection in relationships at work and in life; Hiding What We Feel, Faking What We Don’t. She is also a regular contributor to the Huffington Post.
Her top ten tips will arm you with the power and confidence to do bartering battle.
Avoid hesitant ("isn't it", "you know") and 'powerless' language (eg. tag questions like "don't you think?"). Instead use positives rather than negatives ("can you?" Instead of "can't you?") to get what you want.
Engage the salesperson as an individual. Ask a few questions to disarm them and they'll be more likely to do you a good deal.
Shop with a friend. One of you can point out flaws to drive the bargain, while the other's enthusiasm will reassure the retailer you're interested.
People you mirror (through body stance, hand movements, etc.) subconsciously feel more empathy with you.
If you offer too many reasons to explain what you want, your persuasive efforts may well backfire.
Discussing the price of a new car with a dealer can be difficult, especially if it’s your first time haggling. Taking time to relax and clear your mind before the discussion is a great way to ensure you’re thinking clearly. Take a few deep breaths before entering and think over exactly what you need.
Sometimes you won’t be able to get the deal you need from a seller. If they are truly unwilling to meet your terms, always be prepared to walk away from a deal. You may find the dealer calls you a day or two later with a better offer.
By not revealing your exact requirements or specifications for a car right away, you’ll get a better idea of what deals are on offer. If you are flexible on what car you want next, let the dealer rattle off as many deals as they like, then pursue one that suits you!
Buying a new car should be a carefully thought out process. Be sure to have plenty of time available on the day so you aren’t forced to make any big decisions quickly, ensuring you can strike the perfect deal.
If all else fails, be quiet - we all hate awkward silence and retailers included will do anything to avoid it!
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