What tactic can a salesperson use to create a sense of urgency in a buyer?

Highlighting limited-time offers or low inventory is an effective tactic for creating a sense of urgency in a buyer because it plays on the fear of missing out on a good deal or a desirable vehicle. When customers perceive that an opportunity is scarce—such as a sale that ends soon or a low stock of a popular model—they are more likely to act quickly to secure the deal before it's gone. This tactic encourages buyers to make prompt decisions while still feeling that they are making informed choices based on clear incentives.

In contrast, pressuring the customer to make an immediate decision can lead to resistance or discomfort, potentially pushing them away rather than guiding them towards a purchase. Offering discounts to all customers without considering specific circumstances may dilute the perceived value of the offer and fail to create urgency since it appears readily available to everyone. Lastly, suggesting that competitors will offer better deals can create doubt and uncertainty, which may derail trust in the salesperson rather than motivate a timely purchase.