Chapter 18
Nibbling
Now let's talk about Nibbling. It's an important Ending Gambit because it accomplishes two things: First it enables you to sweeten the deal you've made with the buyer, and second, you can use it to get the buyer to agree to things that he or she wouldn't have agreed to earlier.
Car salespeople understand this, don't they? They know that when they get you onto the lot, there's a kind of psychological resistance that has built up to the purchase. They know to first get you to the point where you're thinking, “Yes, I'm going to buy a car. Yes, I'm going to buy it here.” Even if it means closing you on any make and model of car, even a stripped down model that carries little profit for them. Then they can get you into the closing ...
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