Consultant Lawrence Steinmetz suggested the following ways to tell when a customer is being less than truthful about a ``better deal'' from your competition:
* Observe where the customer is looking. People who are stretching the truth are less likely to look a salesperson in the eye. On the other hand, it's important for a salesperson to make eye contact when quoting a price.
* The customer will use opinion statements. These statements are usually employed when a customer is trying to say a tire dealer's service is the same as the competitions', and the higher price isn't warranted. Indications of this tactic are statements such as, ``I consider them the same.'' Mr. Steinmetz suggested salespeople not argue this point but instead highlight the differences.
* Customers use a subjunctive mode of talking. This is most noticeable as an ``either-or'' statement, such as, ``Either you lower your price, or I'm walking out the door.'' Mr. Steinmetz suggested sensitivity to this tactic, but not to let it bother you. If the customer does have a better offer, he or she will take it anyway, he said.