Jul 09 2009
But nobody wants to be sold!
The room was thick with tension. The salesperson looked each of us in the eye as he asked his rehearsed series of questions designed to lead us all down the inevitable path of ordering his wares.
The evening started out innocently enough: Dinner at my son’s apartment, prepared by a cookware company’s sales representatives. My daughter and son-in-law were there, along with my son’s fiancee and my wife and me. We watched with smiles as the salesperson/chef demonstrated the features and benefits of the cookware and the kitchen filled with the wonderful aromas of chicken, mashed potatoes and vegetables. We ate the dinner while enjoying light chatter and pleasant stories as the company’s rep cleaned the kitchen and cookware.
Then came the high-pressure closing tactics. As we sat in a circle in the living room, he passed around pictures of the different packages and asked his questions in the classic Socratic manner: