This deal tactic is used to refocus attention away from money. It counters Cialdini’s scarcity persuasion factor. People often try to use abundance in the economy and the world to reframe your perception of value; who is worried about one little cost when there is so much money in the world? This is a powerful redirection technique used to close deals[viii].
For example, a salesperson may say, “We live in a time of great abundance. We have great cities, instant information, travel, and there is no shortage of money in the world which is why you need to purchase this now.”
The way to counteract this is to focus on the personal situation before you: “Sure there are hundreds of billionaires worldwide, but I am not one of them and your price will not close this deal.”