An article due out in the October issue of the Journal of Consumer Research studies a sales technique called “disrupt-then-reframe,” in which the sales person initially tries to confuse the potential customer, then restates the sales pitch in a more familiar way. By reframing the sales pitch in a more familiar way the consumers natural defenses are weakened and the consumer becomes more susceptible to the sales pitch. So, can you be confused into buying something? Yes. And it’s not even very difficult to do.
By September 14, 2007