> Be me
> Two years practicing law.
> Have some cash saved up.
> Decide to buy my wife a car.
> Go to the dealership with my wife and father.
> Sales guy lets my wife test drive a few cars, and tries to get information to size us up.
> Wife wants the red car.
> Tell her to act like she wants the blue car.
> Back at dealership
> We tell the sales guy the price we're willing to pay for the "blue car," take it or leave it. Make him think that wife really wants it bad.
> Sales guy hands us off to the "hard closer"
> Hard closer sits down.
> He looks my father straight in the eyes and says "counselor when you're in court, do you just tell the other party that you want a certain deal and it's take it or leave it?"
> My father looks back, "I'm not the attorney, he is" pointing to me
> Sales guy turns bright red
> I lean in, look him confidentially in the eyes, and say "yeah, I've done that several times. I can do it right now if you'd like me to."
> Sales guy turns brighter red.
> He stands up, asks us to walk with him.
> He walks us to the door, blue car is sitting in front of the dealership, engine on, doors open.
> He looks at me and says, I can get you the red car for the price you want, but the blue car is $3000 more. Glances at my wife thinking he can manipulate her.
> Wife looks at him and says "It's a deal. We'll take the red car."
