Haggling 101

(AP) Dillard's, Kazahkistan. Look. It's Kazahkistan. Not the Pines Mall. These are CATTLE they're haggling for.)

Coupons or not, Zebras, haggle!

Here's why.

It's foolish and wasteful (and uninformed) to spend more than necessary for anything.
Including groceries! Smart housewives know how to work coupons to save hundreds of $ every month to feed their families. Why not you?

Exclusively Yours, SmartShop Zebras!
Secrets of Haggling!

1) Involve your salesperson. Ask questions, their opinions, be friendly, involve their time!

2) Once you decide to buy, begin your Academy Award performance. Make it clear you're really thinking about buying. Maybe even walk away with, "Let me think about it."

Come back in a bit with something on the order of, "I really appreciate all your help. I like this [item]. I'm just wondering . . . we've had to tighten up our budget a little [your salesperson can identify with THAT] . . . is this the best price you can give me?"

3) If the salesperson can't haggle with you directly, try, "I understand. But I'm wondering if maybe the manager might be able to help me out a little bit. I've got to be budget conscious."

Now you're involving TWO people's time and asking for their HELP!

4) The manager (after you've repeated your Academy Award budget-tightening performance, emphasizing the word "help") will likely offer a 10% discount. If he or she won't even do THAT, walk away politely.

When the manager DOES offer it, you're on your way! You just shaved 10% off retail.

But you're aiming for 20%-50% off retail, depending on the item's markup! (Here it helps to research what markups ARE on various consumer goods. Clothing, typically, is marked up 200% or more.

5) NEVER TAKE THE FIRST OFFER!

Remember, you're aiming for 20%-50% off!

Look thoughtful, serious [ you ARE! You only want to pay $150 for that $300 jacket! ]. "Would you maybe have the same thing displayed on a mannequin, or a demo model, that you might could help me out with?" If they do, you're likely to get it at a near 50% discount!

Meanwhile, mentally calculate what 30% off would be. You're countering their 10% offer. Say you're mentally willing to spend $200 for that $300 jacket.

Hmm and haw at their 10% offer. Agonize (silently) over it. Then, "That's just more than I wanted to spend. I wish I could. But I really appreciate both your help. Maybe it'll go on sale. Anyway, thank you so much."

Be prepared to walk away.

You will be stopped. They'll offer 15%-20% off. Again, be thoughtful, really consider it. They're giving you what they think is their best offer. In fact, you might decide to take it!

OR . . .

You might decide on the Bonus Round!
(All Pro Hagglers do!)

Thank them for their offer! "That's a great price." Sigh, regretfully. "But honestly, all I can really spend for this [jacket?] is $175. [Name your top price.] Maybe if it ever goes on sale . . . could I leave you my number?"

Now it's in THEIR hands! They can risk your purchasing somewhere else before the item goes on sale, risk their commission, or make a sale NOW (still at a profit and commission.)

NOW is the time to take out the online printout you've brought.
But ONLY after you've gone through the above steps.
And ONLY if your best online price still beats their best offer
on the same or comparable item.
And ONLY if you're prepared to buy right then.

You just won the Bonus Round of Haggling, Zebras.

OR . . .

TAKE IT TO THE LIMIT!
COMBO-HAGGLING!

Yes, Zebras, the ultimate haggling technique!
(Won't work in all situations, but when it does,
it's MANNA!)

First, know your budget.

Say you'd like a complete outfit: suit, jacket and skirt or slacks, blouse or shirt, tie or scarf, shoes or purse. Maybe some accessories.

Willing to spend $100? 300? 500? $1,000?
Know your budget.

Know your product's markup.

We're sticking with clothing, here. It's a big part of everyone's budget.

Clothing markup is at LEAST 100%!
More like 200% - 300%!

How do you think Steinmart or Dillard's ultimately sells clothing
at 75% markdowns and still pays commissions and makes profits?

Go into any Combo-Haggling negotiation with a
50% discount in mind.

That's right. You're prepared to buy a lot of stuff
(at whatever price point).
And you're shooting for 50% off the total price.

Practice makes perfect.

Yes, you will eventually get it!

Take your time. Always ask for help and info and input. The more the better.
Select your major garment(s) first.
If the salesperson doesn't ask (they will) indicate you need some more things to go with it. A shirt or blouse or slacks or something.

Take MORE time selecting the extras you really want
(involving the salesperson even more with his or her help).
Same with the tie or scarf, shoes or handbag, accessories, etc.

Now. Total them up. Oscar Performance time again.

Mull the total. Seriously.

"Hmm. That's a little more than I want to spend. Let me think about it. If you could hold all this for me, I'd appreciate it. I'll be back in a little while."

Then, LEAVE! Thank them sincerely all the way to the door. Maybe you'll have a chance
to AGAIN mention your budget's a little tight this month, what with the price of gas
and food and everything.
"Maybe I'll have to forget the shirt and tie or blouse and scarf or something. I'll be back."

They've spent an hour helping you and their commission (you) is walking out the door!
BUT, with the promise you'll be back after you've thought it over.

They'll probably offer you at least 10%-20% discount before you reach the door. In which case, STAY
and go into the above haggling loop already outlined above.

If they don't, go have some coffee and come back in an hour and THEN go into the
haggling loop above.

Does it work? Zebras, Zebras! Do you DOUBT The Hall Monitor?

Once, on a visit to Little Rock, I walked out of M.M. Cohn with a $900 Bill Blass suit, a $95 Valentino dress shirt, a $75 Countess Mara tie and a pair of $350 Bally shoes (a total $1420 value) for $852. A savings of 40%.
Still wear them, over 20 years later.
Works out to around $40 a year, so far. Or 11 cents a day for that $1420 getup.

Moral? If you're going to Combo-Haggle, buy QUALITY.

Ironically, the more you want to buy, the bigger discount you can ultimately haggle off the total!

Even more ironic?

Those same salespeople will WELCOME you back from then on!

Knowing you respect their help and knowing you're nobody's fool.

If you favor particular stores, this HAGGLING technique
guarantees you a warm, cost-effective, welcome forever.

Everybody loves to HAGGLE if you do it nicely and respectfully!
It's nonfattening.

It's Win-Win!

The psychology of haggling is dynamic. You've been friendly, asked for their HELP and advice and opinions, respected them, joked with them, relaxed them (and yourself), invested their time and interest in you and your needs, demonstrated you're a serious shopper ready to buy, and subtly acknowledged their position of power over you.

That last is KEY to your Academy Award performance.
Mentally pretend, "I am weak and they are strong." Even though you're the buyer.
"You've been incredibly helpful. I can't thank you enough. I just can't quite stretch the budget this month to do it."

THAT'S the attitude that puts them on your side.
They're trying to stretch their budgets too.
They identify with you and want to help you.

Mentally, you're Orphan Annie and they're Daddy Warbucks.

TRUTH? YOU'RE the one spending the money. YOU'RE in control. You can always walk away.

THEY want to sell. YOU want to buy.
Once that's established, it's just a matter of establishing a price.

At the close of the deal, again thank everybody sincerely and shake their hands and promise to be back.

You walk out saving 42% on that $300 jacket. They still make a profit and commission and you make them feel like saints for having done "poor" you a favor!

Good job, Zebras!