Good morning and welcome to The Closer, the newsletter all about deals. Today’s edition is short and sharp — one tactic, backed by research, to help you negotiate smarter. No headlines, no noise — just a Nugget you can deploy by lunchtime.
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SCARCITY
MANUFACTURING
Closer Tactic #67 • Deal Psychology
Most people accept scarcity as given.
Power players create it strategically.
The Nugget
Artificial scarcity can drive urgency and better terms, but it must feel authentic.
When Tesla was launching, Elon Musk created scarcity around early Model S reservations by limiting production slots and requiring deposits. This wasn't just manufacturing constraints—it was strategic scarcity that made early customers feel privileged and willing to pay premium prices.
The key was that the scarcity had a believable underlying reason (production ramp-up challenges).
How to Deploy
• Create scarcity around timing, access, or special terms rather than just availability
• Provide believable reasons for the limitations
• Make the scarce opportunity feel valuable and exclusive
Avoid obvious artificial scarcity that feels manipulative.
Takeaway
Scarcity works best when it feels real, even if it's strategic.
Reply with your best scarcity creation story—
we might feature you (and send a mug).
