Four Steps to Asking for a Discount

Here's more on asking for a discount -- this time from Yahoo. They include some nice stories like the lady that got a $36k surgery for $18k, the woman who got a $180 phone for $30, and a guy who bought a $200 candle for under $100 (wow, that must have been some candle!) simply by asking for discounts in a specific way. They then list four steps that are vital when asking for a discount:

• Step one: Don't walk into the situation looking for a fight. "The key thing is to approach the salesperson at any store in a friendly, cooperative, congenial manner with a low-key pose of calculated incompetence," says Cohen.

• Step two: Negotiate with the decision-maker. "Always ask for the manager when you get a no," says Sally Greenberg, executive director of the National Consumers League. "I'm a staunch consumer advocate, and too often we consumers don't exercise our rights. Every price you're given has some padding in it, and you can still allow the merchant to get a very nice profit while also giving you a good deal."

• Step three: Be crystal clear on the result you want when the deal is done, says Michael C. Donaldson, Los Angeles attorney and author of "Fearless Negotiating" and "Negotiating for Dummies."

• Step four: Know what your time is worth. Cohen suggests saving your firepower for big-ticket items like automobiles and furniture. "Could I negotiate for a quarter-pound of butter? Sure, but if I spend two hours to save 11 cents it's not worth it," he laughs. On the other hand, I started asking for discounts as I was researching this story and found the little stuff pays off big.

The piece also includes a few other good tips:

"Always ask, 'Can you do better? Did you just have a sale, or are you having a sale in the future?' "

Multiple purchases always represent a discount opportunity, she says (citing the 10 percent off she recently received at a liquor store for buying several bottles at a time).

Meanwhile, if you can't reach your price goal, think about other ways to save -- whether it's free delivery or a bonus item (always ask for a free tie with the purchase of a new suit, says Cohen).

And I just HAD to include this one -- they also suggest this tactic which matches an earlier suggestion I had:

"If you show up dressed for success, they get defensive," he adds. "In negotiation, dumb is better than smart, and inarticulate is better than articulate. Act a little slow, make them feel superior to give them a sense of control. Say, 'I don't know, I don't understand' and they will help you with the transaction."

Yep, it always works for me to "play dumb." Then again, maybe I'm not playing. ;-)

As you all know, I'm a big fan of asking -- both asking for a discount to save money and asking for a raise to increase your income. If you want to grow your net worth, sometimes all you have to do is ASK!!!!

Comments

[gharkness]

Your 'act dumb' tactic is exactly what Columbo used to employ, if you're old enough to remember the old TV show. In his pursuit of the killer, he would ask for clarification just one more time....until his subject implicated himself by saying one thing too many.

[Alanna]

I recently got a 15% discount on a blouse and suit at Macy's just by asking the cashier if there were any discounts she coudld apply. It turned out there was a 15% coupon good for that day which she had in the register and could scan for me.

[Jeff]

I have to say that I'm a bit disappointed in you if you're advocating misrepresenting yourself or being dishonest by "playing dumb." I've been reading your blog for a couple weeks now and enjoy it very much, and I've gotten the impression that you're a Christian based on your articles on tithing. If so, please count the cost, brother.

[Jeff]

I see what you're saying, Jeff. I think you do have to be careful not to misrepresent yourself to the point where you're lying.

However, I think "letting the other guy win" is an essential part of a proper negotiation, and letting them feel superior is one step towards giving them their win so you can claim your own.