https://completemarkets.com/Article/article-post/889/Unusual-Strategies-For-Closing-More-Sales/
...unpopular high-priced perks such as jets, exotic trips, luxury office accommod...
https://completemarkets.com/company/CompleteMarkets/Articles/content-package/IMMS-Library/TabCategory/article-post/889/Unusual-Strategies-For-Closing-More-Sales/
... proper interest, and the customer who knew him, said quite seriously, "You're not manly enough to wear this watch." For the customer, the watch was a badge of his manhood and anyone who didn't like the watch was less of a man. The move to strip CEOs and other corporate executives of their "plumage" by denying or at least making unpopular high-priced perks such as jets, exotic trips, luxury office accommodations, and the like denies them of the "signals of superiority." However, it isn't just the rich and famous; almost everyone has a "plumage factor," which presents itself in almost everything they buy, either individually or for a business. 4. Let the customer take the lead. This can be asking too much from the salesperson ... the need of the seller; marketing on the needs of the buyer." No matter how we rationalize it, this conflict exists in every sale. Instead of attempting to ignore or gloss over this fact, it's best to admit and recognize that it's real: No matter what's said, no salesperson can really sit on the buyer's side of the table. Since "getting the fish in the boat" is the salesperson's objective (no matter how that's expressed in kinder, gentler words), it shouldn't surprise anyone that buyers are unconsciously uncomfortable and wary of salespeople who "send a message," no matter how subtly, that getting a signature is what they care about, no matter what they say or do. This suggests that by bringing the conflict out in the open salespeople can ...