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Show Respect


Disciplines > BuyingTechniques > Show Respect

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Show respect, concern and interest in the sales representative as a person. Find and use their name. Ask how they are getting on. Comment on how tired, happy, etc. they look. Ask if they need a break. And so on.

You can flatter them too, saying they have understood you well, have good taste, are good at selling, etc. In other words, treat the sales person in the way you would hope they might treat you.

Keep these comments brief as the sales person will want to focus on the sale. Scatter them through your encounter.

Even if your encounter is a brief inquiry, be nice to them, making a pleasant comment, looking them in the eyes and thanking them for their help.

And of course then ask for a big discount. With respect, of course. You have given them respect. Now naturally expect them to show respect by giving you good value for your money.


Hi. Is it Mike? I'm Dave. Good to meet you. Mike, I'm looking for a new car today and would appreciate your help.

That's impressive. You certainly know your stuff. Can you show me how it works. 


Many sales people get mistreated by their customers who treat the sales person like a pariah, with deep suspicion or as a slave who will do as they are told. So when they meet a customer who is respectful and seems to care about them, they will be more likely to go the extra mile and offer a better deal if they can.

Sales people are often busy and have a laser focus on selling, so being clear and keeping things brief will help them too. Showing interest in their emotional state increases bonding, though you are not there to offer therapy so show interest but avoid giving advice.

Sales people often love the products they sell, so treat these with respect too. Handle them gently and show you like them. Be disappointed if they are not for you (rather than dismissing them out of hand).

See also


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