At the bar we often experiment with different types of drink and food. For the holiday season we have a few special drinks. It’s not worth selling them since they’re cheaper than an average glass of wine, but I like trying to see if I can push them onto customers anyway. I’m all about the challenge.
I learned that singing the praises of the drink is not that effective. Even if the ingredients are top notch, most people are not very adventurous, and it’s hard to move them to buy something they don’t know.
So this is what I do. I decide which drink I want to sell for a particular customer and then I say:
“This drink is selling very well. It’s one of our most popular drinks.”
The key word is “popular.” It works most of the time. Without hesitation people will buy what other people are buying, because there’s the assumption if it’s popular then it has to be good. This is why books on the bestseller list tend to stay on the bestseller lists. And this is why girls will date guys they know have slept with a lot of women. To their friends they’ll say something like, “Eww he probably has a lot of diseases,” but they’ll bang him anyway, probably without a condom.