Cialdini raamat
game with indecisive customers. For example, a realtor who is trying to sell a house
to a "fence-sitting" prospect sometimes will call the prospect with news of another
potential buyer who has seen the house, liked it, and is scheduled to return the fol-
lowing day to talk about terms. When wholly fabricated, the new bidder is com-
monly described as an outsider with plenty of money: "an out-of-state investor
buying for tax purposes" and "a physician and his wife moving into town" are fa-
vorites. The tactic, called in some circles "goosing 'em off the fence," can work dev-
astatingly well. The thought of losing out to a rival frequently turns a buyer from
hesitant to zealous.
There is something almost physical about the desire to have a contested
item. Shoppers at big close-out or bargain sales report being caught up emo-
tionally in the event. Charged by the crush of competitors, they swarm and strug-
gle to claim merchandise they would otherwise disdain
annaabi.ee 
