Despite the ever-looming threat of online commerce, analog retail stores still have plenty of fight left in them: Consumers are expected to spend more than $630 billion in seasonal purchases this year, and there promises to be no shortage of semi-controlled chaos (and profits) when stores open for Black Friday.

If you’ve ever wondered how you managed to spend twice as much as you planned, you may want to consider the shrewd retail employees you’re up against. Here’s what we discovered talking to the men and women who ring you up.

1. THEY HAVE JEDI MIND TRICKS.

Retail employees—particularly when it comes to big-ticket items—are trained to steer conversations in ways that have you saying, “I have to have this.” Why We Buy: The Scienc... Underhill, Paco Best Price: $1.99 Buy New $7.49 (as of 03:50 UTC - Details)

“You have to be a step ahead in the conversation,” says Larry, a former store supervisor at a northeast Best Buy. “It’s about getting them to admit what they want and controlling the answers you want out of them. It’s a big mind game.” Once you begin to nod your head and agree that a $500 sound system is a better value than the one marked for $1000—and if you came in wanting the $300 option, that’s still a sales upgrade—their job is done. “But the second the customer takes over and leads you, you begin to lose the sale.”

2. NICE GETS THE BEST PRICE

Gone are the days when customers can haggle over prices for most goods—but that doesn’t mean everyone gets the same deal. Polite, mannered customers are “200 percent” more likely to walk out the door with a great deal than someone throwing a tantrum, Larry says. “It’s not that we can necessarily adjust prices, but in terms of getting a call when a sale is on, or someone going the extra mile, you get more bees with honey.”

Amazon.com $50 Gift Ca... Buy New $50.00 (as of 11:05 UTC - Details) 3. … BUT RUDE SALESPEOPLE MIGHT HAVE YOU SPENDING MORE.

A recent study from the University of British Columbia revealed that shoppers looking at high-end items might actually be more likely to buy when staff play hard to get. Marketing Professor Darren Dahl discovered that rude or “snobby” salespeople made people want to share their exclusivity by purchasing luxury goods.

4. THEY HATE IN-LINE SHOPPERS.

“The indecisive customers are the worst,” says Kay, an employee for a major discount apparel chain. “[Like] still shopping while in line, and telling the cashier to add and remove stuff.” If you haven’t settled on your selection by the time you arrive at the register, expect to be put on the not-nice list.

5. SHOPPING AROUND 5 P.M. MIGHT BE A BAD IDEA.

While this can vary from store to store, the 5 to 6 p.m. window might be the worst time to try and get some real help. “This is during shift changes, which may result in closed tills and more part-time associates helping customers,” Kay says. “The full-timers may care more, as the job is more of a career.” Instead, try shopping closer to opening, when employees are heavily caffeinated.

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