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A serious customer with cash to spend can really call the shots these days on everything from electronics to housing to a root canal. Really.
A 2007 Consumer Reports survey found that 90% of customers who negotiated with a salesperson got a price break on at least one purchase over a three-year period. They nabbed deals on furniture, electronics, appliances and even medical care, netting the best of the hagglers savings of $50 or more. And that was before the economy went all kamikaze.
In other words, it really does pay to ask, particularly these days when retailers and service providers are struggling to get any cash flowing through the registers. But not everyone is comfortable asking whether there's any wiggle room in the price. So today's Fiscal Fitness task is to devise your price-reduction strategy for your next major purchase. (The $157.86 mentioned in the headline is from our example, which we'll get to in just a bit.) Put on your poker face and read on.
7 tips on negotiating a deal
Unless it comes naturally to you, haggling is a strategy best saved for big-ticket purchases. That way, you have time to do your research (a must) and will see some serious coin for your efforts. Here are some rules of thumb for negotiating a better price on just about anything.
1. Shop before you shop
You won't know whether you're getting a real bargain or a dud deal unless you have some pricing history for comparison. Go online and find out what the going rate is for the item you want. Google
2. Make the request at the right time
Take your cue from the automobile industry, where wheeling and dealing is most prevalent right before sales milestones, such as the end of the quarter, end of the season (particularly for seasonal items like patio furniture and Christmas ornaments), and end of the fiscal year. Getting more granular, you'll get better results by visiting the store when foot traffic is at its lowest -- during the middle of a weekday, for example.
3. Ask the right person
Some stores have price-match policies (which is why you want to come armed with a competitor's deals if possible). Best Buy
4. Move up the chain of command
Some retailers leave discounting up to employees' discretion, particularly in stores where employees earn a commission. If the first person you talk to won't budge, ask (politely!) if there is someone else, perhaps a department or store manager, who may be able to make the call. Don't limit your line of questioning to big multi-location retail chains. Mom-and-pop stores are often more willing to meet or beat a big-box retailer's advertised price or provide free add-ons when presented with firm evidence of the lower price and a ready purchaser.
5. Show that you mean business, but always be nice
A polite way to ask for a discount is to say, for example, "Is this the best price available?" The answer may be "Yes, that's as good as we can do." If so, you must be willing to walk away (or at least act like it). But don't storm away in a huff or start your negotiation from an adversarial position. For example, instead of saying "This is way overpriced!" say "I really like this item, but this is more than I was planning to spend." Remember, you and the retailer have something to gain in this transaction.
6. Phone a friend
If you need time to waffle (and stall the sale in the hopes of getting the best price possible), tell the salesperson that you want to get a second opinion from your spouse/partner/buddy/mother-in-law. The idea of a near-sale walking out the door may inspire them to trot out their absolute best price possible.
7. Find a defect
Many stores will give you a break if an item is damaged, dirty or shopworn. Recently I pointed out dirt on a pillow I wanted to buy at Ross Stores
Save $157.86 just by asking the right way
As an example, I recently looked up prices on a Maytag Jetclean II dishwasher. I went online and saw that Best Buy has it on sale for $719.10, Sears has the same make/model for $783.99, and Home Depot
There are several ways you can play this. If you can get Sears to price match Best Buy's price, and get the additional 10%, you save $71.38 off the Sears price. But you might cash in even more by asking Home Depot to match the deal at Best Buy and give you an additional 15% discount by buying the floor model. That would lower your price to $611.24, which when combined with free delivery (let's value that at $50), means a savings of $157.86 off the total Best Buy cost.
Or, get something else thrown in
Price slashing isn't your only bargaining chip. Sometimes you can get a store to throw in free delivery on a large item (easily worth $60 in an urban area), gratis accessories on an electronics purchase (such as a free DVD player), or even a break on the cost of installation.
Once you start looking, you'll be surprised how often you're in a position to negotiate. Remember, it literally pays to ask.
Tune in throughout the month for the latest installment of our Fiscal Fitness Boot Camp, as we stay on course to produce at least $2,000 of savings for you.