Thursday, March 29, 2007

Great sales lesson

It happened so seamlessly that I wished I had videoed the moment so I could see the "moment of truth".

My podiatrist had me buying a $550 pair of inner soles before I knew what had happened. OK, so the inner soles are custom made, but even so, the sale had been rung up before I'd even registered.

How did he do it?

  1. In a position of authority

  2. He recommended an action

  3. Described the consequences of taking the action

  4. Advised the negative results of not taking the action

  5. Assumed the advice would be followed
Now to come up with the $550. Mind you, he didn't charge me for the sales lesson!

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