How To Win At Life - Lesson #1 - Antisales

If your going to win at the game of life, or business, or relationships you need certain skills. If your skills are limited it is the same as a carpenter trying to build a house with only a hammer. The carpenter can be a terrific and talented guy, the supplies plentiful, but the house will not get built. The carpenter will not prosper. All because he lacked the right tools. Your life is like building that house. Do you want to live in a shack - or a mansion? Do you want a nice view - or stare at a brick wall? If you are going to build the house of your dreams that will be a solid house, that will stand the test of time, that will provide shelter and warmth for you and yours - you must get the right tools. There are certain fundamental tools and I will give you a good start with this series. There are certainly more tools out there that you will discover as life twists and turns, soars and crawls - And remember - you're never too old to learn. For those who say you can't teach an old dog a new trick. Wrong............ I just self-taught myself how to juggle assorted kitchen knives blindfolded. In fact - I am writing this from a hospital bed. (just kidding)

One of the best tools you can have in your toolbox to face life with is a fundamental knowledge of sales. It is essential if you are going to succeed. Sales and salespeople are a large part of the equation in most peoples lives and it is a huge subject so I will endeavor to keep it basic and simple. Let's begin:

Lesson #1 - Beating a Salesperson at their own game

First of all I want to state that not all salespeople are bad, evil, or even slightly 'not good' but a lot are. If you want to buy something - fine - but I am here to help prevent you from getting sold something you really don't want, didn't intend to buy, and often don't have the money to pay for. Big ticket items - like cars, motor homes, boats, planes, and houses. These are the ones that often put you in the doghouse of life. Who wants to sit at home wishing they were on their boat but know in their heart they can't afford the fuel to take it out because the payments eat too much of the income. Always remember that whatever you buy that you can't afford - At first you own it - and then 'presto-chango' it owns you. The debt becomes a ball and chain that holds you back in life. Be careful what you buy.

Salespeople are like a magician with a bag of tricks. Only most people don't know they're a magician and never see the tricks. The joke is on them. The magician laughs all the way to the bank. They are like mental pickpockets. Here's how some of their dirty little tricks work and how you can counter them.

Usually a salesperson will try to become your best buddy in the shortest time possible. They do this by asking a series of questions that are seemingly harmless but are designed to find your financial status and your 'hot buttons' that we will get to later. They will ask questions like "How many children do you have?", or "Where did you take your last vacation?" or "Gee - that's a nice shirt you have on - where did you buy it?". They look at how you're dressed, how you're groomed, what kind of a car you're driving. If both you and your partner are there they will try to find out who wears the pants and makes the decisions. Basically they want to find out the following - How much money do you have? What kind of a lifestyle you live? What your credit rating is? You are thinking - 'Gee this is a really nice salesperson. I like them. They are really interested in me' Wrong............... They are thinking - 'Ok - She makes the decisions - they like nice things - they dress to impress (if that diamonds real - it's my lucky day) - they have some cash - they have good credit - take it easy, take it smooth - Yippee! I'm gonna get me a that new red Mercedes'. The salesperson starts singing 'Tiptoe Through the Tulips' in their mind as they waltz you down the path to the finale. Signatures on the dotted line. And their coup-de-gras - the big smile, the hearty handshake, the pat on the back - all as your best 'new friend' hustles you out the door so they can get to picking the interior color of their new red Mercedes.

Here are some typical 'Tricks' a salesperson will use on you and your counter moves.

• Hot Buttons

Right off from the get-go a salesperson will try to find out what 'turns you on', 'floats your boat', 'makes you perky'. Usually this is conveyed from you via conversation. But you also give this away in a hundred different ways. A lingering glance, a subtle oooh or aaah, - unconsciously leaning like a magnet is drawing you in, a slight touch of the fingers - all centered toward the object of your desire. A salesperson will then start pitching the product in relationship to your 'hot buttons'. I'm sure you've heard the expression "Sell the sizzle and not the steak". That is what they do. "Look at this nice leather interior. The color matches your eye shadow. Imagine that. Here - feel the grain - It has that Gucci feel - doesn't it? - Here - have a seat - Look at that mirror on the wall - You look good - If ever I have seen a car match the buyer - this is it. This car is you."

Your counter move - act uninterested in what ever the salesperson says or does. Be a stoic. Show no emotion. Keep a tight rein on yourself and your conversation. Make them earn their commission.

• Immediacy

One of the greatest sales tactics is that you must make a decision TODAY! Salespeople know that if they don't get you to buy pretty much right away that you will move on never to be seen again. They will use things such as: "Look Fish - this is your lucky day. We're having a sales special that ends today at 5:00. I can get you $XXX off this baby - but if you don't buy it today - your gonna have to pay full boat. You do want to save money don't you?" or "Look Fish - I like you - I know you like this car - right! Right! - Listen - my manager owes me one and he's gonna start his vacation tomorrow - If I can save you $XXX on this baby right now - you would be interested - wouldn't you?"

Your counter move - Don't believe them. Truth and lies are measured by a different ruler when it comes to salespeople.

• Bait & Switch

This is where you go in to buy that TV that was on special for $99 (you swallowed the bait) and when you get there this is what you find: "Oh - we just sold the last one 5 minutes ago. You just missed it. Look - this one for $149 is an even better buy because the $99 one only got BLAH BLAH but this one gets BLAH BLAH BLAH. It's a much better deal wouldn't you agree?"(the switch) It happens in a variety of ways.

Your counter move - Do you homework. Research first. You can probably get it off the internet cheaper anyway - or call around and find out just how 'special' that special is. Call the place up and see how many they have in the store. In reality the 'specials' are just the basics with no bells & whistles and you wouldn't want it anyway.

• The Take-Away

This is used when your almost ready to buy but need a push over the edge. " Fish - Oh my God! Wait a minute. I think Harry has a couple interested in this one. I totally forgot. Hold on - I'll be right back." 5 minutes later after the salesperson has a smoke break "Listen Fish - Harry has a couple coming back at 4 to sign a contract on this one. But - first come first serve. You know the drill. I know you really like this - right! Right! I might be able to slide it through if we hurry. Come with me - How do you spell your last name? - Is that two c's in sucker?"

Your counter move - Don't believe it.

• Humiliation

This is used when you're acting like a big shot thinking you're the one in control. The salesperson will seemingly and all too easily give up that control and let you control things for awhile and then the tables will get turned, the screws start to get tightened. Very loudly so that all can hear - "Listen Mr. Fish. You obviously know what you're doing. You're way more educated than most. I'm going to give it to you straight up. I don't think you can really afford this. It's out of your league. Let's go find a cheaper one" Oh - the humiliation.

Your counter move - Don't act like a big shot. You will get yourself backed into a corner where if you don't buy something you will get demeaned to the point of 'You're very, very impotent'.

Here's some good hints to use on salespeople to give you the upper hand, or at the very least help you to maintain your control. Don't just give away your control to them. Make them sweat. Make them earn it. Get their respect. If you're an easy sale you're called a 'laydown' a 'pushover' and ignominiously "I gutted that fish before before they knew they were even hooked". All good for laughs at the bar later as the 'my fish was bigger than your fish' stories get told.

• Ignore them, and their questions

Oh how they hate this one. It leaves them directionless. Or give them vague, meaningless answers. Such as - They ask "Where do you work?" answer "I work for the Government" or "I work for myself". They will try to narrow down the path - you try to keep it as wide as possible.

• Always answer a question with a question

Such as: They ask "Wow! this is a nice model isn't it? Do you like the red one or the green one?" You say "What does Consumer Reports have to say about this model?" At this point they will usually just stare at you cause you just threw a monkey wrench at them. They will need to dig deeper into their bag of tricks. With most salespeople If you keep this up pretty soon you are the one in control - they will 'give it up' and you can find out what you need to know. They will just 'hope & pray' for a sale at this point.

• Walk away from them

This starts them sweating. First of all salespeople must be in control. You're in their ballgame on their turf. But - Who says that they set the rules, call the shots, be the boss? if you get them to start following you around. Great. Then you start asking the questions. Ask about similar items to the one you're really interested in. Keep them guessing.

• I have to sleep on it - and mean it

Go home and think about it. Is this really what you want? Can you afford it? If you wait or look around will you get a better deal somewhere else. Do your homework. Once you've bought something it's too late to find out that the model you bought rolls over if a front tire blows.

When you're ready to buy something here are some ways to get a lower price-

• Just say NO!

Often, just saying NO! will stop a salesperson and put them on defense, if you're lucky. But not most. Most are trained that no means - "I don't have enough information yet" so they will start pounding you with more facts, figures and pushing your 'hot buttons'. Just keep saying NO! Eventually they will give up and you can work a better deal or walk away.

• Walk-away

Just when they think they have you hooked and are ready to gut you - and you're staring at the bottom line. Just say "That's not good enough" and get up and walk away. You wont get 5 steps before you're stopped with "Wait a minute - Fish - Maybe we can work a better deal - What do we have to do to make this sale today?" Here's what you can do:

Get a discount for cash if you have it.

Get options included

Get an out the door price. Often you can save on taxes, tags, titles - etc.

Get free service

Have the salesman throw in a piece of his commission (This will never, ever see the light of day with the salespersons buddies) The horror! The horror! Watch them squirm when you bring this one up.

Ask to talk to the manager - often the manager has more latitude on prices than salespeople do. You will often get a lower price with a manager.

The final word - You can get them to throw in all kinds of things at the last minute so they save a sale. But - you need to wait until the last minute. Don't tip your hand first or this tactic will be meaningless.

It's really important to do your research first before you go to look at something. Know the prices. Know what the options are, the pluses and minuses. Do your homework and save yourself time, money, and anguish. And when you do get into the clutches of a salesperson be prepared to walk away and never come back. There are usually more of everything to be had, and very few things have to be done 'right now'. Be patient, take your time, and keep control of yourself, your emotions, and most of all - your money.

There, now you have one more tool to put in you tool bag to help you along life's bumpy road, and build your life into something beyond your dreams.