Case study pushy salespeople
Victor resists the hard sell
Victor is stopped at his local shopping centre by a
man promoting a competition for parents to win a computer for
their child. Victor enters the competition and fills out
the form saying he has two school-aged kids.
A few days later he gets a call from a salesperson asking him if
he would like a demonstration for some maths learning software that
could help his kids. Victor agrees to a home visit by
At his home, the salesman bombards Victor with statistics about
the software's popularity and testimonials from happy parents.
He then does a test with Victor's children and
says the results demonstrate that they are missing some
maths concepts. After the demonstration, the salesman says he
will give Victor a special price as a 'one-time only' offer - but
only if he signs up right now.
When Victor hesitates, the salesman tells him his own children
used to have learning problems, but after they started using the
software, their grades improved dramatically. 'Don't you want
the same benefits for your children?' he asks Victor.
Victor says of course he does, but the software is too expensive
and he cannot afford it. Then the salesman offers him a finance
package, where Victor is given a loan that he pays back over a few
years. He is pressured to sign up straight away.
As much as Victor wants the software for his children, he
decides he needs more time to think about his decision. He thanks
the salesman for his time, takes down his details and says he will
be in touch.
Over the next 2 weeks, Victor receives many phone calls from the
salesman asking him if he wants to buy the software. But Victor has
done his sums and found out that the cost of borrowing money would
be much more than buying the software outright. Each time the
salesman calls, Victor politely and firmly tells him thanks but no
He also wonders if his kids will be motivated enough to use the
software. He talks to his kids' teachers to find out what else he
can do to help them with their school work.
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Last updated: 18 Apr 2017