The Best List of Manipulative Sales Techniques

For those who want to use them and those who want to avoid them, but don't know what they are, let's put together a list of manipulative sales techniques.

Anyone game? -Agent Smith

Good idea!

Does car dealers hiding the keys to your trade-in count? :yi -AZBroker

Manipulative sales techniques? That's an urban legend created to sell "Revolutionary, Re-invented, or New and Improved" sales training. ;wi -SalesGuy

Nope. That's just good business... ask any car/truck salesmanager. :in -Agent Smith

I think I'll buy my next car online so I don't have to ask. ;bg -AZBroker

The best list of manipulation techniques? This could go downhill quick. ;bg

One thing I think some salepeople do is try to butter up the prospect vs. offering sincere praise.

Another thing I think some salespeople do is try to feigne interest instead of becoming genuinely interested in the prospect. -Jolly Roger

To avoid misunderstanding what does "manipulative" mean to you Agent Smith? -SalesCoach

My bad. I'll go with, "Influencing or controlling others to your own advantage". ;wi -Agent Smith

Emotional Buying Triggers. If you can tap into someone's emotions, you're ready to sell something.

Susan -susana

Do you have examples of emotional buying triggers? -Thomas

If you're interested in reading about emotional buying triggers, check out Joe Sugarman. He wrote extensively on the topic.
From a more personal standpoint, the prospect and the product determine what kind of emotional buying trigger you might use.

Susan -susana

IMO, "Manipulation" is about "Behavior". Remember, "Guns don't kill people. People kill people." -SalesGuy

I can agree with this so I'll change the question to, "What are some of the behaviors or techniques that salespeople use to manipulate others?" -Agent Smith

Would "finding the pain" count as a manipulative technique? -saltydog

It would if the "Intent" was to spin the buyer up for the purpose of making a sale. -SalesCoach

An "alternate choice close" is often used in a manipulative way. -Jolly Roger

One technique I see telemarketers use that I find insulting is when you tell them you're not interested and they respond with a question like, "What, are you no longer in the business?"

I had one of these in the last ten minutes. :cr -Houston

Are these emotional buying triggers like what Coda1108 was talking about uncovering a buyer's true motivation with Dale Carnegie training? -Marcus

I never took the Dale Carnegie class, so I can't speak to the specifics of what they teach. An example from Sugarman would be greed. Greed is an emotional buying trigger. An example of this would be buying something you don't need just because it was such a great bargain.

Hope that helps

Susan -susana

That does help Susan. I will start another thread on buying motives. Thank you. -Marcus

The definitive book on manipulative techniques is "Influence: The Psychology of Persuasion" by Robert B. Cialdini. It is a very good read.

If you have a psychological need for power and control, this book will probably turn you on and feed your neurosis. If you have a healthy ego, you will probably do everything you can to learn how to sell without manipulation.

Cialdini seems to advocate the latter. However, that might be my own biased opinion. -JacquesWerth

These are covered in Robert B. Cialdini's book:

• Reciprocation
• Commitment and Consistency
• Social Proof
• Liking
• Authority
• Scarcity

I think a discussion on how to apply these rules in every day sales would be interesting. ;bg -AZBroker

Limited offers like a 2-day sale utilize the scarcity principle. No manipulation, just an opportunity with a deadline. -WobblyBox

What would you do if the prospect did not accept your 2-day sale, but came back a week later and wanted to buy the same deal then? -JacquesWerth

No deal. You snooze you lose. -WobblyBox

Even if it was the next day? -Calvin

If you set an expiration date for a promotion, you have to stick to it. We always had price increases at the start of the year. If somebody buys at 11;59 on the 31st, they get the '06 price. Any time after that, they get the '07 price. If you start moving a line you've set, you lose crediblity.

Susan -susana

IMO, the TO sales system used in auto dealerships is a manipulative sales technique. -Liberty

Yes, the "Take Over" is a very manipulative sales tactic.

As you may recall, I used to own a car dealership. Two of the first things I did was get rid of the TO, and greatly modify the Up system. And, our dealership's profits increased almost immediately.

It is unfortunate for car dealers and their customers that most dealers haven't changed their selling tactics since the 1960s. Lately, some dealers and one car manufacturer (Saturn) have been introducing more modern selling systems - with excellent results. -JacquesWerth

But in many cases it is possible to lose credibility by setting expiration dates for no other reason than to create a sense of urgency.

Of course there are legitimate reasons, i.e. pending cost increases, time limits imposed by third party authorizers, etc.

As a buyer, if I can't detect a justifiable reason for a a limited time offer, I might very well choose not to do business at all with the that seller. -Gary Boye

The most effective manipulative technique in selling is to tell the truth. In life also. -Gary Boye

How does the technique work Jacques? -Marcus

Ok Gary, I'll bite, how is telling the truth the most effective manipulative technique in selling and life? -Agent Smith

It's something I would rather live my life experiencing, rather than intellectualizing. But I'll give you a brief answer, and I'm afraid it will have to suffice.

The truth in our world is very rare, and, because of that, it has the tactical element of surprise. It's been my experience that the surprise, much more often than not, leads to very positive results. In selling, in relationships, and in life.

Just to clarify--by "truth", I'm in the context of honest statements to the best of our knowledge--not the context of the age old philosophical question, "What is truth?' -Gary Boye

What about that is "Manipulative"? -Agent Smith

In strategy, the aforementioned tactical element of surprise is akin to manipulative.

"Manipulative" might mean something else to you, and that's OK. -Gary Boye

I'm open. What does "Manipulative" mean in strategy? -Agent Smith

In order to grasp a concept, it helps to see both the genus and the differentia with regard to comparative concepts. For instance, a dictionary definition of "manipulative" is: devious: using clever, devious ways to control or influence somebody or something. (Encarta)

In strategy, manipulation may or may nor be "devious". The determinants of "control" or "influence" consist of the ways used to advance one's position. Manipulation would be a way or movement to advance a position.

In the post which drew forth your queries, I descibed telling the truth as a form of manipulation within the context of a discussion on selling. Certainly it would not fall under a definition which includes "devious".

Again, the topic is something I would rather live and experience, rather than intellectualize or spend an inordinate amount of time discussing here. -Gary Boye

If anybody ever finds a definition of manipulation that sheds light on Gary's statement please post it here. ;bl -Houston

I wish I could invent an Automatic Hair Splitting machine for those poor ignorant people that do not have the aptitude or inclination for this kind of conversation. -JacquesWerth

I think Gary is talking about using "Surprise" as a way to manipulate or advance a position and telling the "Truth" is a cause of this surprise. -AZBroker

Yes. I think that summarizes it well.

Many people say that "honesty is its own reward", but that would be a matter for a different discussion. -Gary Boye

AZ how is surprise or truth "The most effective manipulative technique in selling"? -Houston

That is Gary's personal opinion. You'll have to get the answer from him. -AZBroker

Don't discount the effectiveness of "Intimidation" for manipulating or advancing a position. ;wi -SalesGuy

There seems to be a comprehension problem here. Just because AZ did a fine job of summarizing my posted thoughts doesn't mean he agrees with them. He may or may not, but at least he took the time to try to understand what another person was expressing.

Houston, if you disagree with my opinions, just say so. Nobody will bite your head off. Differences of opinion make for a better forum. Issuing a cry for help, among the thousands of visitors to this site, merely to explain my words, seems like waste of time. -Gary Boye

I didn't have a difference of opinion about this Gary. I just didn't understand what you were saying. ;bl -Houston

For conversational reframing try "Mind Lines". -Milton

Anybody? How does the TO technique work? -Marcus

The technique goes something like this... you're working with a salesperson (liner) who lands you on a vehicle. When you've agreed that you'd be interested in talking about a deal the salesperson turns you over to another salesperson (closer). -Liberty