The first is that of scarcity: either the product is in short supply (you won’t find a car like this anywhere else); the time to decide is limited (this price is good for today only); or the salesperson has access to insider information (I shouldn’t be telling you this, but…). We’ll look at how Paul uses that – responsibly and ethically – tomorrow.
The second is that of rapport: the salesperson will present themselves as a likeable person, and try to find – or even manufacture – a little connection with the customer. (The idle chit-chat about sport or where you grew up isn’t as innocent as it seems!) They’ll normally do some small “favour” for you to prime you to want to reciprocate, which is why they seem so keen to give you a cup of tea or coffee. And above all, they want to be seen as being on your side, having your best interests in mind. So they go into battle on your behalf with their sales manager – portrayed as a shared enemy – to try to convince them to give you the best deal they can
Tim Mc Bride
Website: https://timmacbride.com/2019/02/11/colossians-124-25/