Final answer:
The video implies that salespeople often begin with outlining a product's features and use the foot-in-the-door technique to upsell. They start with a small request and work up to larger purchases, leveraging the customer's desire for consistent behavior.
Step-by-step explanation:
The video suggests that most salespeople start by highlighting the features and points-of-difference of a product. This approach falls under the foot-in-the-door technique, a persuasion strategy where the salesperson encourages a customer to agree to a small request or purchase at first, only to later steer them towards a larger request or purchase. Using the example of buying the latest model smartphone, a salesperson may first suggest acquiring the best data plan, and once this smaller request is agreed upon, they might upsell a three-year extended warranty.
The principle behind this technique is the psychological tendency for people to seek consistency in their actions; once they have agreed to a smaller favor, they are more likely to consent to a larger one to maintain a perception of consistency in their behavior.