Have you noticed this really obnoxious sales technique where salespeople skip parts of the pitch to rope customers in more effectively? Like, for instance, instead of “Are you interested in buying these magazines?” the salesperson says “How do you prefer to pay for these magazines?” Or instead of “Would you like to switch Internet providers?” the salesperson says “Can I make an appointment for Wednesday for our representative to come over and install our service?”
Since this sales technique is used a lot, I’m guessing it works. My question is, why does it work? My reaction to it is that of extreme rage that makes it hard for me to breathe. And OK, I know it’s not a normal reaction and I know why I react in such an intense way to people enacting the show titled “Your consent is immaterial” in my presence.
I’m not suggesting that rage is the most appropriate reaction here. But I’d expect people to stop any conversation with a salesperson who employs such a manipulative and disrespectful technique. Why don’t people do that? Why does this sales technique work so well?