Counter-selling

One of the most powerful tool in sales is counter-selling. It is the implication that your potential purchase is either over-the-top or is going to exceed your expectations.

Counter selling takes these two forms. I once asked a salesman if the glue on a hook I was about to buy for the shower would be strong enough. His reply was "if you are renting, you had better get your landlord's approval for this hook.... it might be too hard to get off the tile.'

A friend of mine was about to buy a mink stole for his new girl friend at Saks. He asked the sales woman 'would you be impressed with this stole as a present?' 'Frankly, with the combination of the Saks wrapping and the lushness of the fur, I would worry that you are too interested in me.'