Chapter 19
The Ambiguous Authority Tactic
Imagine that you’re in that same small glass cubicle at the car dealership. You’ve slogged it out with the salesperson all day and finally think you have a deal. He nibbles with the extended warranty, but you’re good. You see through the tactic and successfully counter it. Smugly, you say “Now, at the price and terms we have agreed on, do we have a deal or not?” The salesperson wrinkles his brow, frowns, shakes his head slowly, and says those magic words, “I’ll have to talk to my sales manager.”
Folks, have you figured out by now that there usually is no sales manager? The salesperson will then get up and disappear. In reality, they’re not going to talk to anyone. They’re taking a break, smoking a cigarette, ...
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