Tactic 30 of 99
The Rival Bidder
Competition turns maybe into must-have.
What it is
“Someone else is interested.” Rivals make us want something more and decide faster. Scarcity plus competition hits hard. It turns a purchase into a contest, and nobody likes losing a contest.
Spot it
“Someone’s coming to see it later.” “I’ve had tons of offers.” “Another couple is very keen.” Pressure to pay before you’ve seen it.
Counter it
Say, “No problem. If it’s still there tomorrow, I’ll come and look.” Never pay before you’ve seen it. If the rival is real and wins, you’ve lost a sofa. If the rival is fake, you’ve avoided a con.