Scarcity is a powerful persuasive tool. But it’s also a dangerous one, because when used too often or with too heavy of a hand it can backfire - and kill a deal faster than you can say, actually there’s not really an expiration on the proposal I sent you.

In today’s episode, I’ll share with you:

- Ways you might be using scarcity without even knowing it

- How it impacts buyers positively and negatively

- What buyer type sees huge value in hard-to-get services, and

- The two buyer types who shut down when you use scarcity to urge the sale

This is powerful stuff. I hope you tune in all the way through. You might have to listen twice, it's that nuanced.