How to "flip" a shady salesman's lame sales tactics into better deals for yourself
Published: Sun, 12/09/18
Back in 2008, my 2001 Ford Focus’s engine basically imploded. I always hated that stupid car as it was. And, was glad to finally have an excuse to get a new one.
So I found a dealership and car I wanted.
Rented a car to go get it.
And, proceeded to talk to a sales team that were like the poster children for shady car salesmen.
They were practically walking cliches.
Every idiotic sales close, tactic, and technique I ever heard was used.
And, I have to admit I found it all quite amusing. Even to the point where, since I knew what they were up to (I’d been in direct marketing for about 6 years at that point, and it wasn’t hard to see right through it all), I would do things just to get a reaction.
For example:
Every time they said something like, “the owner’s nephew is actually thinking about buying this car,” I would reply with, “You know what, you should just let him have it, it’s all good…” and then I’d get up to leave only for them to physically block the door and try again.
I basically used their own tactics against them.
Kind of like when Jim Camp talks about amateur negotiators who think when someone crosses their arms that means they are losing interest. So, knowing they think that, he crosses his arms knowing they will give up and compromise, giving him more than what he is even asking for or wanting.
Anyway, the point of telling you this?
I knew exactly what these sales people were up to.
And, what they were up to was throwing tactics at me, instead of simply using proven principles that would have (1) gotten a lot more money out of me and (2) made me want to buy from them again (which I will never do, for the sheer principle of how they treat their buyers after seeing what they did.)
This is something the late, great Jim Camp taught in spades:
“Principles always beat tactics”
Mr. Camp learned this as a fighter pilot — as that is what they taught him about combat while flying jets during the Vietnam war.
Using principles keeps you on track.
It keeps you safe in any kind of sales situation.
(Including when writing sales copy, emails, etc).
And, it makes not only for you getting paid more, but it makes for much happier customers who will cheerfully buy from you again, instead of avoiding you like the bigfoot apocalypse plague.
Speaking of Jim Camp:
The $597 negotiation audios he did with Michael Senoff are selling for just $20 until midnight tonight. He talks about all kinds of things like this, with all kinds of examples, and all kinds of insights you can use to make far more sales, close far more clients, and get far better deals (business or otherwise — he even talks about how to negotiate lower rent if you live in an apartment).
After that, the price goes to normal.
If you want it, here it is, come and get it:
http://www.EmailPlayers.com/camp
Ben Settle