Mike Michalowicz on disqualifying your client

In an American Express piece, Mike Michalowicz talked about the effective use of reverse psychology in sales - when a potential client is expecting a particular bit of sales-speak, bring something else instead.

One of his examples was classic.

Years ago, my wife and I were bed shopping; the salesperson saw us—a young couple—and walked us past the pricey Tempur-Pedic beds to the ones she thought we could afford. When I asked about the ones we’d passed by, she told me that we couldn’t afford those and she was prepared to show me ones in my price range. Of course, I had to prove her wrong, and we walked out...

Oh, and one more thing.

...only after having bought the Tempur-Pedic bed.

You know that salesperson could sleep well at night.

Read Michalowicz's other five points here.