This post has almost nothing to do with Christianity. I just find the situation below to be an interesting case study in the art of persuasion.
A few weeks ago I bought myself a 2007 Altima. At the dealership I heard the most persuasive argument I’ve ever heard for an extended warranty. The conversation went something like this:
Financier: The last thing we have to talk about is the extended warranty plan.
Me:Â Â Â Okay.
Financier:Â As you know, your new car comes with a 3 year manufacturer’s warranty.
Me:Â Â Â [Nod yes.]
Financier: Now, let’s say I were to offer you the same car for $1000 less, but without the manufacturer’s warranty. You wouldn’t take the $1000, would you?
Me:Â Â Â I guess not, no.
Financier:Â You’d be willing to pay the $1000 to have the manufacturer’s warranty.
Me:Â Â Â Um, yeah.
Financier:Â Now–I’m not saying you’re going to have any problems, or that the car isn’t good quality–but if something is going to go wrong with your car, is it more likely to occur in the first three years, or the next three years?
Me:Â Â Â In the next three years.
Financier: Of course. So you’d actually be more likely to benefit from the extended warranty than the manufacturer’s warranty, because that’s when you’d be more likely to need it, right?
Me:Â Â Â [realizing I've been outwitted]Â Yes.
Financier:Â So if I offered you the extended warranty for the same $1000 as the original warranty, it would make just as much sense, or even more sense, to get that, wouldn’t it?
Me:   [Damn, he's good.] I have to say, that’s the best argument I’ve ever heard. In fact, it was so good that I’m almost sorry to have to tell you, I’m going to pass on this one.
Financier:Â [chuckles] Okay…
See how clever this sales pitch is. Firstly, it is based on sound reasoning: If the manufacturer’s warranty is a good value, then the extended warranty is an even better value.  Observe that he took great care to elucidate the logic of the argument, so that its conclusion would seem inescapable. Secondly, he allowed me to think that I had agreed to the premise (that the manufacturer’s warranty is a good value). He did not ask me this premise outright, because, lacking data on failure rates and repair costs, I would have no way of knowing whether the original warranty was a good value, and therefore would be unlikely to ”buy into” the argument. Instead, he merely asked me whether I would be willing to take the original warranty (actually, he first suggested that I should be unwilling to forfeit it — presenting a much greater psychological barrier).  My willingness, of course, having no bearing on the truth of the matter.
I wonder if it is this kind of professional talk-craft that Paul was thinking of in 1 Cor 2:4 when he referred to persuasive words of human wisdom ….
Good insight! It is pretty amazing to see that type of persuasion used in sales. I think you’re probably right about Paul. The frightening thing is how often we see this type of persuasion in Christian evangelism. And Paul made it clear that his message came with a demonstration of the Spirit’s power, and not by some sly convincing or leading. Perhaps when the Lord talks about those who seek to come in by some other way then the gate; and those being thieves and robbers; applies here as well.
Thanks for posting this. I hope some people take the time to work through this argument to see its trickery.
Ryan,
I’ve been pondering the pitch while mowing the yard today, and I think I see the flaw: he’d never really offer you the same car without the original warranty for $1K less (I’d love to see the look on his face if you called his bluff there). If he did, you’d take the deal and use the money to purchase the warranty for the second 3 years, since that’s ostensibly when the car is more likely to fail.
The dirty little secret here is that the car actually is more likely to fail cue to a manufacturing defect in the first 3 years than in the second 3 years. Cars that make it through the first 3 years are not lemons, and warranties beyond that period aren’t worth the money.
Actually, I think your experience with the salesman has a lot to do with Christianity, particularly the way many in the church try to logically strongarm people into converting. We need to remember what it feels like to be manipulated into doing something we really would rather not do. Way too many people outside the church see us as selling something they don’t want and using fear to seal the deal.