Would you like to pay less for everything you buy? Sometimes it is as simple as asking. If you have never bargained in your life, if you feel that it is difficult or cheap, think again! Bargaining is a way of life in every country in the world and in the corridors of power. Here is a primer to get you started.
Respect the seller.
Warmth, gentle humor and humility can be powerful weapons. Even when you lose, you win because you can deal with that person again. All business takes place in an atmosphere of mutual benefit. If you want to succeed, determine what you can offer the other person and what his benefit is. If you offer nothing, why should he waste his time? Unsuccessful bargainers make offers that can be dismissed out of hand.
Avoid the deal-killing: “I’ll give you.” You are making an offer. You aren’t giving him anything. Instead say: “Would you take? Give me your best price, is that your best price, can you do better?” Keep it light to avoid offense. Be aggressive, but never abusive.
A famous story tells of an artist selling three magnificent paintings. He offers the three to the patron who responds with a demeaning offer. The artist destroys a painting. He then reoffers the remaining two at the same price. After receiving another lowball offer, the artist destroys the second painting. The patron buys the third painting at the original price for all three. Offending a seller is deadly. People will cut off their nose to spite their face rather than let someone take advantage.
Want a discount? Ask.
Many small stores are willing to lower prices to make a quick sale. To do this, find a smaller store managed by the owner. Make an offer out of earshot of other customers. It costs nothing to ask. Ask for a lower price for multiple purchases, especially if you are dealing with items that have hung around the store a while. Buy an oddly-colored item if you can match it to other things you own. The merchant benefits by making room for more attractive or seasonally-appropriate merchandise.
Always remember that buyers and sellers don’t put the same value on the same things. Win by getting the merchant to give you something of value to you that costs him little. When buying an expensive item, ask for something extra such as a free alteration or an extra pair of pants with a suit.
Tactfully point out small damages if you can easily fix them. Is it missing a button? Perhaps the merchant has a spare button that you can sew on. If the hem is down, it can be basted or secured with hem tape and a hot iron. A dented or scratched appliance may look fine sandwiched near a wall or other appliance that hides the mark. Discretion is essential here.
Don’t be afraid to let the item go.
Many sales are made as the customer walks away. Practice walking slowly. The person who wins is the person for whom the sale is least important.
Harness time of day when you shop.
Sometimes being the last customer of the day is good. Whether the seller is a farmer or flea market vendor, no one wants to pack it all up and take it home. If you are willing to chance losing a deal, come back later when time is on your side. Double points if the good is perishable.
Deals are made when both parties benefit. Never envy another his profit. If he gets nothing out of the deal, you get nothing also because the deal will not get done. Instead, practice generosity and courtesy. Think of how many ways you can make a deal attractive to the other party so that you can have what you want. If the other person doesn’t walk away feeling like a winner, you have lost.
So remember: Respect the seller, be creative, ask for things that are easy for him to give but valuable to you, and don’t be afraid to walk away. Now, let’s make a deal!
