That Crazy Columbo!
Most of us have laughed at the crazy efforts of Lieutenant Columbo to lull criminal suspects into letting their guard down and then watched as he would get information that no one else could. An article in the American Bar Association Journal even reported that the best way to interrogate a suspect is to “Think Columbo.” I loved the TV show and what the character has taught us about human behavior. Understanding human behavior allows us to better understand customer behavior in the F&I world. Here are two reasons why his efforts worked so well.