As Wells Fargo rather spectacularly demonstrated in recent months, putting too much pressure on employees to notch up a certain kind of sale can lead to a perverse incentive: Employees who need to keep their jobs may try increasingly underhanded things just to meet an impossible metric. This week, a report suggests that the latest set of employees who might be lying through their face to you just to keep their jobs are the ones selling video games. [More]
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.