I met a sales wizard in Canada.
This is how it went down.
I’m checking into the Fairmont hotel in Montreal.
Here’s the receptionist:
“Would you like access to the 21st floor?”
Talk about a killer question that piqued my curiosity.
The psychology?
We’re hardwired to close the gap between what we know and want to know. It’s called an open loop.
An open loop is like a mental itch your brain wants to scratch. I subconsciously think, “What’s on the 21st floor?” “What do I miss out on if I don’t have access?”
If the receptionist said, “We have an upgrade available that includes blah, blah, blah,” I would have cut her off and said no thanks.
Why? Statements or pitches are easy to resist. Resisting pitches is a reflex reaction.
The opposite of resistance is curiosity.
When you open a loop, you create curiosity.
Me: “What’s on the 21st floor?”
Letting go of assumption. Sorting not selling.
Receptionist: “Do you have any dietary restrictions?”
Me: “I don’t.”
Receptionist: “Okay, then you might enjoy this. Ready? In the morning, imagine having nova with capers on a homemade toasted bagel, fresh squeezed juices, crispy buttery croissants, French eggs, and fruit—all while overlooking the city.
“Then afternoon tea, followed by happy hour with wine, cheese, and sushi.”
(Notices my triathlon hat)
“And I see you’re not afraid of doing a triathlon. But are you afraid of dessert?”
Me: “Heck no. I love dessert.”
Receptionist: “From 8-10 pm, you can indulge in locally made chocolates and cookies.”
Me: “How much is it?”
Receptionist: “$100 more per night which also includes a larger room on a higher floor.”
Me: “I’ll take it.’
No pitching until I leaned forward.
No persuading.
No convincing.
No assuming.
Confidence in the product.
Casual.
Like I said, a sales wizard.
