Final answer:
The salesperson in the given scenario is potentially employing a technique to first demonstrate the meat slicer's features, intending to showcase its value before discussing price. This approach, coupled with methods like product demonstrations and transparency, can help in reassuring a buyer who has imperfect information. The technique is related to the foot-in-the-door strategy, which involves building up from a small agreement to encourage a larger sale.
Step-by-step explanation:
In the scenario provided, the salesperson (SP) was using a technique to delay discussing the price of the meat slicer by focusing instead on demonstrating the product's capabilities. This method can be part of a larger sales strategy to reassure a potential buyer who may have imperfect information or objections by highlighting the benefits and features of the product first, before addressing the price. By doing so, the salesperson aims to create value in the buyer's mind, which can make the price seem more reasonable once it is finally discussed.
Reassuring buyers in situations where they face imperfect information can be achieved through various methods. Providing comprehensive demonstrations, offering testimonials or reviews from other satisfied customers, and ensuring the availability of robust after-sales support services are a few ways in which a seller can instill confidence in their product. Additionally, transparency about the product's capabilities, limitations, and any associated costs can also help in gaining the buyer's trust.
The concept described is also related to the foot-in-the-door technique, which involves securing agreement to a small request to increase the likelihood of agreement to a larger request later. For instance, a salesperson may first suggest a basic plan or accessory and, once the buyer agrees to this, introduce more expensive options or add-ons.