From the author:
The nasty tricks of buyers
The words above are terms that refer to the tricks of the trade buyers. I have called this until recently "The 16 nasty tricks the buyers". I do not do it anymore because there have been a few more lately. Well, I stopped counting.
The importance of informing about some of these approaches, for example, in sales seminars, in cooperation with buyers, has continued. Also, to protect yourself against it.
Stress the negotiating partner
For some of these tricks, the buyer is simply concerned with adding artificial "mental" weight to his negotiating partner, the seller.
To get him out of his way, to make him unconcentrated, to provoke mistakes and negligence and thereby to generate negotiating advantages himself. This is so in sport and business.
Do you know, for example, the stress test? Let's go: Let's say you are the purchaser. At the beginning of the meeting, you put a task to your interlocutor - the salesman. Must have nothing to do with the topic at stake. It can also be a tricky puzzle from a puzzle book.
That's just a bit nice to moderate, like this: "Yesterday I saw a riddle and I can not get it. Is it possible to get the result of 1 from the numbers 3, 4, 6 and 24 only with the basic operations, ie plus, minus, time and split, where all four numbers must be used, but only used once? "
Puzzles and other vulgarities
And then you go - not without first trying a little together - on the agenda, talk about this and that, just what it is necessary to negotiate. And ask in between times to check whether your opponent is synonymous not out of his head and he still pondering. If he has not done so yet, now he is guaranteed to do it.
And then you return to your agenda - and talk about prices, deliveries, discounts, discounts, delivery terms - and just bring back the sheet that says: 1, 3, 4, 6, +, , x, 24, and push it away again. In this context, ask in the same way what the Naturalrabatt looks like, or the special event for the company jubilee.
Just continue, gladly in combination with another trick, and leave the note with the numbers quietly visible on the table. You can also push him around and say, "that while it looks so simple and yet somehow difficult".
Increase the workload a bit by letting your interlocutor calculate something. For example, how increased sales volumes affect the price. Or what he might lose, if you get the goods in the future "ex works" instead of "free house".
By the way, the really important things to clarify!
All you need is an "approximate price", which you doubt first, whether it is correct or not. If the seller then recalculates and finds that he has calculated correctly the first time, then say: "I'm probably already quite confused because of the strange task: 1, 3, 4, 6, 24 - you know. "
What will happen: Your business partner always has a part of his thoughts and thus his brain power at the darned puzzle. You always remind him of it. And do you know this, too, if something looks so easy and you do not get it?
And while you seemingly think together about the riddle, you get by the way, the promise for the special action on the company anniversary ...
Well, no one has said that there are no dirty tricks in purchasing. Because be sure: For some, everything is allowed, which brings percentages. If you want to defend against it, then you have already taken the first step, because "danger recognized, danger banned".
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