Sample Video:

An examination of common sales tactics consumers should be aware of including how to recognize and handle manipulative practices.  Begins with the contradiction between the generous view of sales as a profession (representatives exist to serve customers, integrity is rewarded financially) and the skeptical view of sales as a profession (duplicitous practices are common).  This gap is explained through the Duality of Transactions (most transactions include both value creation and value capture: growing the pie vs increasing one’s slice) and through the contextual factors that determine whether integrity or duplicity is rewarded.  This is supplemented with an exploration of how personality type, belief systems and context can affect buyer and seller behavior for better or worse.  Concludes with a description of typical sales tactics and examples.

Relevant Audience: Practically everyone.