The buyer derives much information and much shrewdness by carefully watching the seller's methods. Some buyers seem to think that bull-dozing tactics, cute lies and irritable manners make the seller humble, weak-kneed and non-combative. This is a great mistake. The best buyer is first a gentlewoman. She keeps her word, she is patient and she knows her business thoroughly.
The buyer gains much by being open and above board with the seller. Let the seller know that your success consists in getting as much value as you can for the money, and that your continuous trade will result only through fair treatment.
Let the seller understand that the better she treats you in the matter of price and quality the better you will be able to treat your customers, and the longer you will be able to deal with the seller.
The moment a buyer shows bull-dozing methods, the seller is antagonized, and her object then is to soak the buyer.
The buyer who keeps her temper and goes at the matter philosophically is the one who wins out.
The buyer should explain to the seller that the seller can get the best of her once and may be twice, but not more than that.
The main thing for the buyer to possess is a most thorough knowledge of the goods she buys. Learn who makes the goods and where they are made, and get at the factory cost.
Then learn whose factories have the best reputation. And whose are the best fitted and established to make the goods you buy.
Remember you can afford to investigate. When you find a factory over-sold you will find that factory more independent.
When you find a factory short of orders you will find them eager for your trade, and the chances are you can do much better with this factory than with the one that is behind on its orders.
Don't get excited, don't hurry. Speak gently. Know your ground. Cultivate a reputation for fairness rather than smoothness. Laxity and indifference in buying means that you are allowing wastes and leaks to creep in your business, and that you are placing a handicap on your travelling salespeople, for goods, well bought are half sold.
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