The 5 scare tactics to avoid

Making a big business purchase can be difficult enough: comparing multiple vendors, dozens of models, and endless variations and options can get your head spinning — and that's before you start comparing prices.

With everything on your mind already, the last thing you need is a salesperson who stoops to scare tactics to try to win your business. The best approach is to avoid companies who use these tactics — here are 5 common scenarios you’re likely to encounter.

1. Constantly slamming competitors
One of the most direct scare tactics some dealers employ is to belittle their primary competitors at every turn. If a salesperson spends more time discussing their competition than their own products, you should question what they're really selling.

Note that direct comparisons are fine and should even be encouraged — but stick to facts and figures, feature comparisons, and other verifiable data.

2. Traditional high-pressure tactics
These classics come straight out of the old door-to-door salesman's routine:

• Act now or you'll miss out on this limited time offer!
• Another buyer just canceled a big order and I need to unload it!
• My boss would kill me if he knew I was giving you this price!

It should go without saying that these high-pressure tactics should raise some suspicions. But some vendors might use more subtle variations to try to add a little fear into your decision-making process. Suffice it to say that unless you're buying low-end equipment for temporary use, you'll never want to base your decision on limited time offers or other special deals.

3. Their way or the highway
This is another type of high-pressure sales technique, where the vendor tries to convince you that their approach/product/service is the only one that could possibly address your concerns. It may include some competitor-bashing, as well.

The best salespeople understand that there's no single magic bullet for every buyer. Look for salespeople who work with you to figure out how their products meet your needs – and acknowledge places where they might not be the best fit.

4. Only the latest and greatest
Inside the technology industry, there's a common understanding that newer is better. (Windows Vista is a good example of an exception to this rule...) Why use last year's model when this year's is available? Sure, it may offer 15% better performance for 20% more price, but it's newer!

Outside the industry, you should know better. Unless newer models offer real improvements that will increase your efficiency or performance, they're probably not worth the extra expense. Don't let vague fears of obsolescence add to you costs unnecessarily.

For some types of purchases, a related version of this tactic is dealers who suggest that buying used equipment is the wrong choice in all situations. While buying new vehicles or other equipment is often worth the extra expense — particularly if your business will rely on the new equipment for day-to-day work — there are many cases where buying used is the best way to save money. Don't let a dealer force you into a purchase you don't need.

5. We'll see you again… soon
Finally, the issue of extended warranties is one we've covered before, and in fact it's common in consumer transactions as well. If you're buying new equipment from a reputable dealer, standard warranties should cover most common problems, so extended warranties are rarely a good deal.

Especially in electronics and software, any problems are likely to make themselves known quickly — within the typical 90-day manufacturer's warranty. Mechanical equipment should come with a reliable manufacturer's warranty that protects against all kinds of breakdowns for the first few years.

What other scare tactics have you encountered from vendors? Let us know in the comments below.

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