Enthusiasm - don't let it show
So, you have lots of enthusiasm for a particular purchase. Well, that's not exactly the right posture to have when trying to negotiate a good price.
Don’t be such an "eager beaver." Don't bubble over with excitement. It won't help you get a better deal.
Try to remain calm and even tempered. This is the best posture to assume. It helps you make better decisions, and it doesn't "show your cards" to the other player.
If you identify yourself as an eager buyer for a high dollar item, then you put the seller on a better footing right from the start. They know you want the item, so they have you where they want you, and that's not how a smart shopper would do it.
Turn the tables and make the seller sell it to you. Keep your enthusiasm under wraps.
You are more likely to get concessions if the seller believes they are necessary to get your interest and keep you as a potential buyer. Remember, they are the sales person, so make them do what they need to in order to close a sale.
Once they think you're keenly interested, they won’t need to try so hard and all of your smart shopper tactics will go right out the proverbial window.
To calm down and diffuse your enthusiasm, try looking at different models that are offered. Take your time and learn about their line of products. Talk about your visits to competitors and what you have seen there. They can’t think that they're the only game in town, and they can’t think that you're sold on a particular product.
If they do, then they won’t work so hard to get your business. And, they won't make concessions in order to close the sale.
Here's a great example of a smart shopper. A friend of mine wanted to buy a nice well maintained motorcycle from a private party. He knew that he was going to buy the motorcycle, but he didn’t act as though he was all that interested. He took his time looking at it, but didn't let his enthusiasm show.
The seller then became the "eager beaver" and almost pleaded with him to buy it. After all, he didn’t want a potential sale to walk away. My friend reluctantly made a low offer, and ended up with an outstanding buy on a very nice machine.
Keep your eagerness under wraps and you'll do better in your negotiations for a lower price.
Here's an idea to consider when your excitement is starting to show. At the risk of letting the sale go to someone else, sometimes it's a good idea to tell the seller that you'll think about it, and then return another day when you are in a more placid mood.
Done with Enthusiasm, back to Frugal Shopping