Anti-Trend

Likes

Understated, timeless, niche

Dislikes

Hype, mainstream

Recommended sales approaches

• The Acknowledgment Acknowledge their concern, then reframe.
• The Acknowledgment Acknowledge their expertise or situation.
• The Ben Franklin List pros and cons; guide to pros.
• The Decoy Add a third option to make preferred choice obvious.
• The Fast Speed and performance.
• The Feature-Benefit Every feature tied to a benefit for them.
• The Foot-in-the-Door Small yes first (e.g. quick survey), then larger ask.
• The Guarantee Strong guarantee to remove risk.
• The Guarantee Strong guarantee to remove risk.
• The Objection Handler Address objections proactively with proof and empathy.
• The Premium Position as premium; price as proof.
• The Question Stack Ask a series of yes-leading questions to build momentum.
• The ROI Calculator Show numbers: cost vs. return.