Tricks in Psychology Learned by R. Paul Wilson During His Career as a Salesperson
In the late 1980s, an odd little man from Scotland found himself in Newcastle, England, tasked with selling a deck of magic cards in Fenwick Department Store. The author, initially struggling with sales, was about to embark on a journey that would transform his approach to selling and ultimately, his success.
The author's employer, a seasoned salesman, shared a series of psychological tricks designed to captivate customers and boost sales. One such trick involved building rapport and trust by engaging the customer personally and confidently. Another strategy was to create a sense of scarcity or urgency, pressuring immediate decisions by suggesting a limited supply or time to buy.
The author was told to hide his skill and appear normal, convincing people they could perform miracles with the cards. He was also advised to add perceived value to the product before revealing the price, a tactic that doubled his profits overnight. The author's sales improved significantly, making him one of the employer's top pitches.
To further enhance the customer's desire to purchase, the author introduced "bonuses" such as the Monte trick and the Mind Reading trick, which he placed in a large, jumbo-sized box that resembled a deck of playing cards. He also performed additional tricks using special packets of cards, although these were not for sale.
The author's pitch was a spectacle, starting with a scripted performance for no one, attracting a crowd that never failed to grow. At the end of the pitch, he would hand out wrapped boxes, commenting on their size and weight, and suggesting they would make a fantastic gift. This approach convinced even the most dubious of people to buy.
The author's employer returned after the first week to observe the author's work and later explained that the author's sleight of hand skills were hurting sales. The author was advised to stop showing off and act like his hands were all thumbs, convincing people he had no unusual abilities or experience beyond what the trick deck of cards provided.
The author's employer's psychological trick was so effective that the author sees variations of it used everywhere, from car showrooms to online app stores and websites. The author's success story serves as a testament to the power of psychological selling techniques, even in the world of magic cards in the 1980s.
- The author, intrigued by the success of his magic card sales, started a blog in the 1990s to share his tricks and experiences, offering insights on psychology, technology, and entertainment.
- In modern times, the author has expanded his repertoire beyond magic cards; he now writes books on sales techniques, incorporating his early lessons and exploring new strategies, merging the worlds of technology and literature.
