Do you remember the last time you shopped for a car? As you get in the
dealership, you start looking at cars in the showroom. A salesperson helps you
out, answering your questions and guiding your choice for a new car. Once
you've decided what you wanted, the pressure is applied. As you are
sitting at the salesman's desk, you hear the fatal question: "What would
it take for you to buy this car today?"
Why? Why would I need to buy the car today? If the car is so great, and the deal
I'm offered is so good, why can't I sleep on it? Or shop around some more?
The answer is in how much confidence the salesperson has in the
product. If the sales person has enough confidence in their product and
the deal they have for you, they will have no problem wishing you a good day
and waiting for you to return to buy the car. If the confidence isn't there,
they will want to seal the deal as soon as possible, before you have the time
to change you mind.
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