Cognitive Illusions: A Sales Slayer’s Guide
When “Slashing Prices” Feels Like a Victory
Picture this: you’re in the market for a “gently used” sports car. The salesperson casually mentions, “List price is $20,000.” Your eyebrows shoot up. After a brisk negotiation, they relent: “Alright, for you? $18,000.” You fist-pump internally—you just slayed $2,000 off the list price!
But deep down, you know your budget was already $18,000. This wasn’t a victory—it was a well-placed anchor pulling your emotional levers. That opening price set your expectations, then guided you straight into what felt . . .
