PSYCHOLOGICAL SELLING

My Japanese sales director is a master when it comes to subtle psychology in the sales process. When he goes to meet a client he makes sure his tie matches their corporate colour. Take yesterday for example. I went with him to present the new magazine to senior directors at one of Thailand's leading banks. This bank is sometimes known as the 'red bank' because its logo and corporate colour is red. So, on our way to the meeting there was a quick change of tie and he was fully prepared for the presentation.
He actually carries with him around a dozen ties in different colours, ready for almost every eventuality. He's been in Thailand for six years and says it really does make a subtle difference. He's also successful so I guess there must be some truth in his belief.