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Friday, October 21, 2005

Negotiation Tactic�Getting It In Your Hands

This tactic is the classic for the sales-driven person. Essentially the “getting it in your hands” tactic is like giving candy to a child to make them stop crying. Once they get it, they are happy and nothing else matters to them. The sales professional knows that if he can get their product in your hands for a “free trial” before fees are assessed, then you will have a psychological attachment to that product and be more likely to purchase it and pay more for it. This is why car salesmen like to get you into the car for a test drive. Once you give it a spin, your emotions have already closed the deal..

How To Counter This Tactic

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