Pop quiz.

You’re interested in buying a used bike.

The seller wants $1,000.

You offer $750.

The seller says:

“I have two people coming by this afternoon. They are willing to pay full price. So if you want the bike, you’ll need to decide now and pay $1,000.”

How do you respond?

One of two things is going on:

1. The seller is telling you the truth. Two people are willing to pay $1,000.

2. The seller is bluffing. He’s using FOMO to persuade you to pay more.

How do you get to the truth?

Whenever you feel sales pressure, retreat.

Say something like this:

“I’m interested in the bike. You’ve kept it in excellent condition. It’s worth what you’re asking. It sounds like you have two people willing to pay what you want. It seems like it might make sense speak again only if those people back out.”

Then silence.

When you retreat, one of two things will happen.

1. The seller will lower the price.

2. You won’t hear from the seller again. That’s okay.

Sure, you want the bike, but you don’t need the bike. There are tons of used bikes for sale.

Be content with what you have.

You’ll be amazed by how much you cool off after 24 hours.

Good old delayed gratification for the win.

Learning to retreat is a good skill to master.