So what do puppies have to do with negotiating for a motorcycle? It is assumed that you want to get your bike for the least amount of your money, and that you are looking out for your own best interests. However, you might be unwittingly working against yourself if you are unaware of a strong emotional force present in every transaction.
** The following is excerpted from the book, The Perfect Motorcycle: How to Choose, Find and Buy the Perfect New or Used Bike. The information provided here will give you a framework to guide your motorcycle purchases. Space limitations preclude an in-depth discussion of the subject. You can find out about the book at www.theperfectmotorcycle.com. There are also 18 checklists and worksheets available for download at www.theperfectmotorcycle.com/download-worksheets-and-che.html that you can use to supplement the information in the book.
Professional sellers know many ways to tip the scales in their favor and get the most money for their products. Professional selling methods include techniques to close the sale to prospective buyers, appropriately called âcloses.â The Puppy Dog Close is the most powerful closing technique used by sellers to win an emotional commitment and to even have the prospect help sell the product to them. But, what the pros donât tell you is that this technique can be used on either sideâyou can also use this approach in your favor. It is also important to realize that this emotional mechanism is in play in every sale, even when a professional isnât involved.