How Cosmetic Salespeople Try to Empty Your Wallet

Former cosmetic saleswoman Shaina Azad reveals the hardball tactics she used to sell products.
6:30 | 09/13/14

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Transcript for How Cosmetic Salespeople Try to Empty Your Wallet
Here's Rebecca Jarvis. This is actually Kim Kardashian's face primer. Its eco friendly. You see how the pores have just diminished? It's actually made in France. It's amazing. This is very exclusive. Reporter: This cosmetics saleswoman full of it. 15 years younger. It instantly moisturizes. It refines your pores. You'll see the results within 3 months. Reporter: She's making up bogus information to entice customers into buying the products she's pushing. I had really bad acne. It doesn't show. Because I've been using this cream. Reporter: And it's working. Okay, yours is going to be $40. I'm going to ring it up and give you a receipt. Before she takes your money, I'm Rebecca Jarvis with ABC's "20/20," and this is all a joke. She made the whole thing up, all of it. Reporter: "She" is former cosmetics saleswoman Shaina Azad. Shaina agreed to show off the hardball tactics she and some of her colleagues used to sell, sell, sell. Do you feel bad about this at all? Oh, yeah. Of course, I do. That's why I left. I don't do sales anymore. I had actually turned into this kind of vicious, malicious saleswoman. And all I wanted to do was sell and get into their wallet. And that was horrible. Reporter: And just how is that done? Shaina agreed to return to the cosmetics counter one more time to show us some tricks of her former trade. We set up a kiosk in a New York mall. Decorated it, outfitted it with hidden cameras on top, in a mirror and on a nearby escalator. We repackaged simple drugstore moisturizer to give her fancy product to sell, then sent her to work. You look like a stylish mom that loves cosmetics. Reporter: Sales tactic number one -- reel in passersby with flattery. You already have beautiful makeup. I just want to show you a few things. Reporter: The sweet talk continues once they've stopped to chat. Shaina says the point is to turn passersby into temporary friends. Have you paid people compliments you didn't believe? Oh, yeah. "Oh my god, I love your eyes," and you actually don't. You don't. But -- no. You create a relationship. And once they have that trust with you, they feel confident enough to get anything that you recommend. Reporter: Next step? The claim game -- which starts with name-dropping. Kim Kardashian's makeup artist actually uses this. Reporter: You literally told a complete fake story. Complete fake story. Reporter: Also fake, yet equally effective, Shaina's claim that the product is foreign. It's from France. She mentioned it was made in France. Things that are made in France are good. Reporter: And take a look at this trick. Once she gets you to actually hold the product in your hand, you're close to sold. I'll let you hold onto that for just a second. You can hold onto that. You were already feeling it, you had the ownership and you were going to buy it. Just what I need, more makeup! Reporter: And yet here's another. Once the customer has tried a few samples, but isn't quite ready to buy, it's time to call in a coworker for help. The drive-by. The drive-by, yeah. Sometimes you'll have somebody just like, walk over like, "Oh my god. That's so great" and just like walk away. Wait. They do this? Like yeah, really quick. This is a tactic? Oh, yeah. Reporter: And here's a time tested tactic, the makeover guilt trip. You say, "You know what? I just spent an hour with the last customer and she didn't buy a single thing. Can you believe it?" So, now they're thinking about it. They're like, "Oh, my god. Like, that was gonna be me and she's gonna hate me. I don't want this makeup artist to hate me." Reporter: When it's time to close a sale, Shaina says there's a sure-fire way to push past a customer's indecision. I'm so sorry, but I have to check if we even have this in stock because we've been selling out like crazy. "Let me check the back. I might have one more left." I'll wait in the back for a little bit. You will literally wait there? Oh, yeah. Reporter: Then, the salesperson makes a triumphant return. This is our last one. You are so lucky. T his is your $10 back. She got you hook, line and sinker! Yes, she did! Reporter: Sales tactics aside, do you really need to spend big bucks to look great? To find out, we challenged Shaina and ABC makeup artist Camille Zola to go shopping. First, we hit a drugstrore. That looks good. Reporter: Total spent, $180. Then our next stop, a high end department store with all the top brand names. The high end totals almost $600. Here's what we bought in both places. You can see the eye shadow alone was $79 versus $8 at the drug store. Since the department store makeup costs three times as much, is it really three times better? To find out, Shaina and Camille went to work on these adorable sisters, identical twins. One gets the drug store makeup, the other, the fancy stuff. Here's the before and after. Can you tell the difference? Our next stop, times square. Come on! Could they tell which cosmetics cost the big bucks? Which is wearing the expensive makeup? I think the one on the right. This looks more natural than that. What makes it hard to tell them apart? Well, they're twins. Are you ready for the big reveal? 1, 2, 3! Ah! Wow, congratulations. Surprised? Yes. $600! Reporter: Of course, there could be other benefits to the pricey stuff that we didn't test. For example, it may last longer. But still, if you want to save -- Happy drugstore makeup shopping!

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

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