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How to Develop Sales Resistance

Stop being such a sucker for a smooth sales pitch! The key? Getting wise to sneaky sales tactics.


  • Step 1: Don't be vulnerable Try not to shop when you're tired, sad, or rushed. Negative emotions will just make you more vulnerable to sales pressure.
  • Step 2: Do your homework The best defense is preparation: If you're looking for something specific, shop around or search for it online so you'll be able to recognize a real steal.
  • TIP: If you do your homework ahead of time, you'll also know when a "special deal" someone claims to "authorize" is actually a bargain.
  • Step 3: Never feel obligated Never let a salesperson make you feel obligated to buy something because they've let you taste a sample or spent a lot of time waiting on you. The urge to reciprocate is such a strong human response that many sales people consciously try to exploit it.
  • Step 4: Resist pressure Don't fall for the old "this deal is only good today" ploy. In most cases, you can get the same offer tomorrow.
  • Step 5: Don't be fooled Don't be fooled into thinking that you will never, ever find another item like the one you are wavering on. Making an item seem scarce to increase its perceived value is another persuasion tactic that salespeople use.
  • Step 6: Keep your head Instead of getting excited when a salesperson keeps reducing a price, ask yourself why the salesperson is so eager to get rid of the product, and why the price was so inflated in the first place.
  • FACT: 58 percent of shoppers polled say they receive enormous pressure to buy an extended warranty with home electronics or appliances.

You Will Need

  • Knowledge of sales tactics
  • A strong sense of self
  • A cool head
  • Clear thinking

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