So while you may get an almost comparable unit at a competing store, if you look down a list of features there is one small difference. And that difference allows the retailers to charge whatever they want for the unit. If you can't compare apples to apples, you can't force a store to match the lower price. Mattress manufacturers and retailers thrive on that notion, offering hundreds of versions of the same product. Frequent sales cloud the true meaning of a sales tag.
Time is a supple sales tool, used to both extremes.
Time on their side Time is a supple sales tool, used to both extremes. At the other end of the spectrum is the time-crunch tactic. By implying there's a sense of urgency, salespeople hope to force a decision right there and then, preventing you from shopping around. In reality, consumers can duplicate most of those deals. The time-crunch tactic plays out in different forms.