Many people who have worked in retail sales or any other sort of position that requires negotiations with customers and clients may be familiar with common sales tactics and techniques that help make a sale. But most people may not be familiar with that, and therefore their purchase decisions can easily be influenced with clever salespeople’s skills. What’s the risk? You may be led to making a purchase that is not right for you.

When you go to buy anything — from a shirt to a car or a house — it is important that you don’t let your guard down. Although the salesperson may seem to be on your side, you need to keep your decision as independent as possible. Salespeople are often paid on commission, so it is in their interest to make a sale regardless to whether that sale is the best for you or not. That is not to question their integrity, but after all it is their job to sell.

Here are a few counter-tactics to keep in mind when you’re shopping.

Trust

Salespeople may win your trust by building rapport and relating to you. Although this may be helping you enjoy your shopping experience, don’t consider the salesperson your best friend and seek their opinion about what you’re buying. Alternatively, get the facts. You probably can draw many useful details about whatever product you’re buying from the salesperson, but when it comes to whether their product is the right fit for you, fits your budget or your personality, or how it compares to similar products, you and your trusted ones should be the sole decision maker.

Be cautious in reviewing any extras that sweeten the deal because they could be a distraction. For example, if the cost is financed at no interest, this could be a good advantage. But you may first decide whether you want the deal or not before jumping into the details.

Limited options

Typically salespeople will try to narrow your options, probably to a choice of two. Although this may seem helpful, you should always make sure that these options fulfil your requirements. For example, ask yourself: Do both options meet my requirements and fit my budget? Am I missing something else that might be a good fit simply because this retailer doesn’t have it? If the answer is, “yes,” you probably need to step back and keep shopping. Remember, it is your purchase, and you should get the most for your money. The definition of most is relative, but it must include everything that you look for in a product from price to appeal and functionality.

Pressure

Many salespeople will try to pressure you to say “yes,” knowing that going back can be difficult if you have second thoughts later. That is why it is important to recognise that tactic, and try not to respond to this pressure. If you’re asked to make a quick decision because an offer will expire, there is a limited quantity, or whatever the reason, step back and re-evaluate the whole deal. Being rushed into a money decision often can be costly.

Similarly, if you’re just being put on the spot to accept to an offer, ask for a few minutes, hours or even days to think about it and do your own research. There is always the risk of losing a good deal, but that doesn’t even come closer the consequences of walking into a wrong deal (especially when it is a big purchase).

Once you decide to go ahead with the deal, again don’t rush into taking it as is. Review the details every step of the way, and read the fine print. Don’t get ahead of yourself by signing any contract or commitment until all the pieces (including the terms and conditions) are clear to you.

Rania Oteify, a former Gulf News Business Features Editor, is currently a Seattle-based editor.