Tag: Yes!

Ralf HallerRalf Haller October 11, 2008

How to persuade in sales – “lessons” from Chinese traders

I am reading an interesting book, YES!, 50 secrets from the science of persuasion. While reading it I somehow thought that most of the scientifically proven “secrets” they mention I just came across in China. It was in one of these markets in Beijing where they sell all kinds of low-cost goods. Could it be that these dealers and the many in other countries have figured out without using any science how to best persuade buyers? One would think so as they manage to survive quite well, it seems. So here’s the Chinese way of getting people to buy, assuming they are indeed out to buy something and not just walk around. I am sure you remember this if you have been there as well.

  • get attention: “come see”, “do you want…”, “hello sir”, “s.e.x.”, “best…”…
  • pull them in: have you go into their booth, “come take a look”, “which one do you like?”…
  • get interaction: “here hold it”, “pick the one you like”, “where are you from?, ah beautiful country…”, “for your wife?”…
  • get action: “how much, here type it into this calculator”, bargaining starts closing in on the desired sales price, if you play this game you will most likely end up in the middle of each one’s first-entered sum; a trick you can use: once the pricing game is done, change your mind and start moving out of the booth slowly, this will lead to another BIG discount: the bigger it is, the worse you negotiated before in the first round.Still you will inevitably pay much more than locals even after hard negotiating, +50-100% I think is pretty much the best you can achieve, so best is to go with a Chinese or send someone telling exactly what you like. Or if you don’t like this all then you simply bring a list along that shows the right Chinese prices. They will hate you for that but it works, just always keep a smile though!
  • after sales: they try to sell you more, “something for yourself too?”, “a second one maybe”, “here our business card, come back and you get another 10% discount”…