Would You Buy That?

Have you ever fallen victim to the nodding donkey, nibbling, the puppy-dog, bait and switch, the slash-and-grab, SSI, auction fever, the valley of death, the khazi close, the yes-yes or any of over 100 sales techniques commonly used by people who want us to buy something from them? We all buy things – food, clothes, TVs, insurance, a car, electricity supplies, phones, a loan, holidays, a home. But do we always buy what we want? And do we ever pay the right price?

Every day, both at work and in our free time, we are bombarded by attempts to sell to us. And more often than most of us realize and certainly more frequently than we would like to admit, we are seduced by skilful sales techniques into buying things we had not intended to buy or into paying much more that we should have paid.

Would You Buy That? exposes the huge variety of tricks and traps that are used to sell to us. The more people know about them, the better they’ll all be able to spot them and avoid being suckered. So next time you’re faced with the boomerang, the floater, the dance, the sneer, the scarcity sell, the Theatre of the Mind, sales jujitsu, a Columbo-Kojack, the sandwich or even just some simple mirroring and matching, you’ll know what’s happening and be better prepared to deal with it.

Book Author

For over 20 years, David Craig has worked for and competed against some of the world's best and worst management consultancies. He has sold consulting in 15 countries in Europe, US and Asia to almost 100 organizations, including Disney, Mobil, Dupont, Roche, Air France, Eurotunnel, The NHS, CapGemini, Unilever and many others. He is the author of four other books on management and organizations
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