One of the people (a very well respected and famous web guru) told a story about when he used to be in sales, if he was having trouble getting the prospect to make the final decision, he would have another sales person come over and pretend to have a customer for that "last one" of the product.
This kind of tactic makes me very uncomfortable. In fact I'll give you a different example.
I sold used cars for about 3 months. One part of the job I had trouble with was the "stories." They had a story that you would deliver in order to soften the blow of the trade. It went something like this...
"Last week we had a car in like yours. It had a few more miles, wasn't quite as nice. We gave them (INSERT INSULTING LOW OFFER), was that about what you were thinking."
This is a lie, as a point of fact. It's not a big lie, but it's a lie and I had trouble delivering it.
My question is this. Am I in the minority when it comes to being uncomfortable with telling these stories, or using a bit of manipulation within a sales letter?
Put another way - Where do you draw the line?
I have no doubt that these techniques work at least within the short term. Part of this has to do with not getting caught. People may be suspicious about a technique like this, but they're unlikely to actually call you on it.
Maybe I'm just too sensitive about this issue.