undefined | Better HN

0 pointstomnipotent2y ago0 comments

"Influence: The Psychology of Persuasion" is a great book that touches on this subject.

I read it in the middle of purchasing a new car in 2010, and had signed paperwork and a purchase agreement to buy car at $X. Next day I'm told "My manager won't let me sell for anything less than $X+Y", after I'd gone through all the trouble of filling out all that paperwork.

Fortunetly I'd just finished a chapter in the book outlining this EXACT sales technique, that relies on a person being more willing to go through with an action if they've committed something to it... like filling out half an hours worth of paperwork. Said no thanks, and found the exact same car an hour away at less than $X.

Haven't underestimated the impact of a salesperson since, and no longer delude myself trying to believe somehow I'm special and immune to such things.

0 comments

quickthrower22y ago

And probably the car is dodgy if they are pulling tricks like that. If a startup investor does it, probably their “help” is suspect.

bambax2y ago

I don't know if this counts as selling, though.

Selling is making you want to buy the car, agreeing on a price and filling in the paperwork.

Trying to extract more money from you after you have agreed on a price is... extorsion? Fraud? But not just "selling".

tomnipotentOP2y ago

It's negotiation, which is absolutely selling. The dealership was counting on me accepting the price hike because the car I wanted was rare and in-demand, and I had already made some commitment to the process by filling out initial paperwork. I knew a manager still needed to approve the terms, but the sales rep made it sound like it was certain.

Turns out this is an incredibly common car sales tactic, enough so that it was explicitly called out in the aforementioned book.

Rather than harumph about how unfair it is, I decided it was better to just learn how to play the game. Unwilling participant or not, fair or not, it's better to come prepared than feel like you're getting taken advantage of.

bambax2y ago

If anything happens after we shake hands, I walk. Paperwork or not; book or no book.

I don't question the (un)fairness of it, or the game; just the name.

Your guy sounds like Jerry Lundegaard

https://www.youtube.com/watch?v=B2LLB9CGfLs

j / k navigate · click thread line to collapse

0 pointstomnipotent2y ago0 comments

"Influence: The Psychology of Persuasion" is a great book that touches on this subject.

Haven't underestimated the impact of a salesperson since, and no longer delude myself trying to believe somehow I'm special and immune to such things.

0 comments

quickthrower22y ago

And probably the car is dodgy if they are pulling tricks like that. If a startup investor does it, probably their “help” is suspect.

bambax2y ago

I don't know if this counts as selling, though.

Selling is making you want to buy the car, agreeing on a price and filling in the paperwork.

Trying to extract more money from you after you have agreed on a price is... extorsion? Fraud? But not just "selling".

tomnipotentOP2y ago

Turns out this is an incredibly common car sales tactic, enough so that it was explicitly called out in the aforementioned book.

bambax2y ago

If anything happens after we shake hands, I walk. Paperwork or not; book or no book.

I don't question the (un)fairness of it, or the game; just the name.

Your guy sounds like Jerry Lundegaard

https://www.youtube.com/watch?v=B2LLB9CGfLs

j / k navigate · click thread line to collapse