Cialdini: Base purchase decisions on deal terms, not liking the salesperson
Robert Cialdini · #122 Robert Cialdini - The Principles of Persuasion · Oct 19, 2021 · at 29:34
Psychologist Dr. Robert Cialdini explains to Shane Parrish how consumers can neutralize artificial rapport in sales negotiations by decoupling the salesperson from the product.
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“Because you have to recognize, I'm gonna be driving that Toyota off the lot, not the salesperson. It doesn't matter how much I like the salesperson. I can be driving the car. So you have to make your choice based on the favorable features of the deal, not of the person who's offering you the deal.”
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