The use of the sales technique outlined below should therefore be regarded as an 'attention grabber' rather than the justification for the sale. A common sales technique follows this simple format. Get a group to brainstorm the threats. Straight away the salesperson has induced competitive introspective group depression. Everyone competes to think of the most awful scenario possible.
Someone is bound to mention an aircraft crashing on a business site.
Once sensitised to massive, yet improbable, catastrophic events the salesperson asks the group to imagine the impact of such a disaster. Again the negativity is enhanced. Next they tell a story, in pseudo documentary style, about the most recent catastrophic event which the client will have heard about via the media. Often they will portray themselves as having some arcane inside knowledge of the event. Imagination is very powerful and fills the gaps with horrific and graphic images.