The Real Deal from the Car Dealership to the Make-Up Counter

The psychology of the salesman revealed -- how they get you to trust them and spend more.
2:12 | 05/09/14

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Transcript for The Real Deal from the Car Dealership to the Make-Up Counter
And next tonight, some tricks of the trade. Two sales people are coming forward to tell you their secrets. How they get you to trust them. Here's Dan Harris. Reporter: Auto dealers are often portrayed as pushy and manipulative. This former dealer, ray Lopez, says it goes deeper than that. They play sophisticated mind games. I was a bloodsucking salesman. Reporter: Lopez spent 26 years as a salesman and he says the hustle begins as soon as you drive onto the lot. I've already psychoanalyzed you. Reporter: As soon as you open your mouth, he applies a label to you, like an easy mark. Someone who needs to buy a car immediately, a lay down. Someone who accepts the first deal put out there, or a researcher, who's done his or her homework. Even if you know your stuff, here's how he can still play you and get you to spend more than you want. You're a very intelligent person. You've done your due diligence. So we can cut out the B.S. Reporter: But that's B.S. Too? Yes, because I'm playing up to your ego. Reporter: You guys are malignant psychiatrists. Okay, we all know the car lot can be tricky, but it turns out there are also dangers lurking at the mall. Women, beware the makeup chair. The minute they sat in the chair, the amount they spend went up double if not more. Reporter: For seven years, CARA Phillips lured women into free makeovers. The whole idea, make customers feel obligated to buy. Some people would actually just lie and say, oh there's a minimum purchase of three items. And just hope they didn't get caught. Reporter: Another trick used to boost sales, convince women to pull out their current makeup stash, then react with the face. Look at something and be like, oh, they're going to buy whatever version that you have. Reporter: Former sales people say there's one secret. Turn around, walk out, and don't look back. Dan Harris, ABC news, New York. Dan will have a full report on "20/20" at 10:00 P.M.

This transcript has been automatically generated and may not be 100% accurate.

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