Watch TV for an evening, or read the retail advertisements in your daily paper and you'll see that most of the presentation is designed to elicit an emotional rather than a rational response. The tools of the trade from the standpoint of the vendor is to create a sense of urgency in the other party. See how many of the following ploys you recognize. (1) A certain product will no longer be available once the inventory has been sold. (2) The sale ends tomorrow. (3) For the next 3 days, a car dealer will sell below costs in order to become number one in sales regardless of profits. (4) The new models will be 10% more expensive. (5) I can get zero FHA points if we can lock in a deal today. (6) There's another buyer who is going to make an offer tonight.
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