4 ms·

Hypothesis: They don't think that the sales tricks are tricks. They think sales tricks are adding genuine value to the head of the value chain.

• noufalibrahim 3y ago
  Also, they have some internalised sympathy for a good salesman and are forgiving. I think this tendency was alluded to several times in the series Mad Men where the lead character Draper who's an excellent salesman talked to other salesman.
• yencabulator 3y ago
  This is in direct conflict with a lot of the books & courses for sales people that teach the tricks, like mirroring body language to trigger empathy.
  • roenxi 3y ago
    That is value add. People want to know that the salesperson is on their wavelength. The role of a good salesperson is to understand the customer's problems as best they can, then explain how the product will help resolve them. That is good for everyone - the business and the customer. It is helpful if they show the customer that they are trying to understand their emotional frame. To make that clearer; imagine the opposite - if the salesperson purposefully adopts different body language that'd make the customer uncomfortable and less likely to buy a product even if it could have been useful and cost-effective for them. Value would be destroyed.
    • yencabulator 3y ago
      The salesperson learning that one should pose in a specific way is not value add to the customer, it's a sales trick.
      • machomaster 3y ago
        It is a value added if you believe that you are selling a good and useful stuff. Buying the item would add value to the customer, so tricks to convince the scared customer to take the right step is added value.