The key to getting more for your money is spending less. It’s time to negotiate… |
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Embarrassment. This trait is as British as polite queuing and endless cups of tea but the first and most important rule of negotiating is to not be embarrassed. I know that it is sometimes not easy. There is a certain brand of shopgirl (or boy) with a chilling knack of making us feel unworthy. We apologetically scuttle round their chi-chi boutique, nervously looking for something to buy to justify our existence. This ability to prevail over the customer is retail’s most successful trick. However, the truth is that businesses need us more than we need them, particularly in our new credit-crunchy era. |
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Entitlement. It’s the first ‘R’ in RRP that allows one to start the haggling – recommended retail price. Why not recommend your own and take it from there? A good strategy for any product with value-added features (e.g. a car) is to start by asking as many questions as possible – find out all the features and advantages of the product. Once you wade in with your lower offer, it makes it harder for the salesperson to counter it by saying ‘but this model has built-in bluetooth’ because you already know about it. |
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Market research. Is anyone else selling the item or service for a better price? Most retailers and suppliers will match prices if they can. |
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Work out your position. Are you willing to buy more than one item? If so, it’s best to keep this Ace up your sleeve. If the retailer is standing firm, you can hit them with the multiple purchase offer - your promise of spending more money can only be good for their weekly sales targets. |
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Cash is king. I’m not encouraging companies to hide their full revenue from the Inland Revenue (that would be illegal) but the fees that credit card companies charge do make cash the more attractive option. |
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Be polite. Always be charming – the stronger the rapport you develop, the better. The aim is to be someone that the salesperson wants to do custom with and if that involves eyelash batting and wistful smiles, so be it. The ideal situation is when the retailer is delighted to have done such a good deed for such a nice and stylish person. |
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Make sure time is on your side. Choose quiet times for negotiating – whether when discussing a potential discount (the presence of other customers can be distracting) or when you want a particular service (e.g. mid-week spa treatments and out-of-season breaks). Conversely, choose busy times when you’re looking for after-sales care or compensation (the presence of other customers can embarrass the retailer into positive action). |
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Negotiate everywhere and with everyone. I’ve been successful in the most unlikely of places and the more you do it, the easier it gets. |
