0:00:02 > 0:00:04I know he is trying to work me out, but I am trying to work him out.
0:00:04 > 0:00:07I've got to remember, it's not my TV show, it's his!
0:00:26 > 0:00:28CHEERING AND APPLAUSE
0:00:32 > 0:00:36Hello. Good evening. Hiya!
0:00:36 > 0:00:40Hello there. Hello, good evening, welcome.
0:00:40 > 0:00:44Thank you so much for coming. Tonight's show is all about sales
0:00:44 > 0:00:46and for that reason, I have filled this room
0:00:46 > 0:00:47full of mobile phone salesman,
0:00:47 > 0:00:49car salesmen, even insurance salespeople.
0:00:49 > 0:00:52Ladies and gentlemen, let's hear it for our salespeople!
0:00:52 > 0:00:56CHEERING AND APPLAUSE
0:00:59 > 0:01:01My job is to make this audience believe that
0:01:01 > 0:01:05I can sell anything to anyone, so I hope I have not oversold myself.
0:01:05 > 0:01:06But, before we kick-off,
0:01:06 > 0:01:09let's take a look at what's coming up in tonight's show.
0:01:09 > 0:01:12I will be taking to the pitch with Mr Darren Gough.
0:01:15 > 0:01:17Absolutely crackers!
0:01:17 > 0:01:19CHEERING AND APPLAUSE
0:01:22 > 0:01:24And I will be doing some blind bidding in an auction house.
0:01:24 > 0:01:27You'll get your husbands and wives, and sons...
0:01:27 > 0:01:30My husbands are none of your business, Brian!
0:01:30 > 0:01:34CHEERING AND APPLAUSE
0:01:34 > 0:01:35But before any of that,
0:01:35 > 0:01:39I think it's only fair that I put my money where my mouth is.
0:01:39 > 0:01:43My mum always said that something is only worth what a person is
0:01:43 > 0:01:45willing to pay for it,
0:01:45 > 0:01:47so I thought we'd try a little game along those lines.
0:01:47 > 0:01:54- Let me introduce you to...Tilly the teddy bear!- AUDIENCE: Aww!
0:01:54 > 0:01:56How nauseating!
0:01:56 > 0:01:59This, ladies and gentlemen, is Tilly the teddy bear.
0:01:59 > 0:02:02Tilly has a camera in her belly button, so that
0:02:02 > 0:02:05when anyone catches it, we'll know who she's got.
0:02:05 > 0:02:08We're going to toss this out into the audience
0:02:08 > 0:02:12and the third person who catches it will be my subject.
0:02:12 > 0:02:16The tossing begins now. Who has it? That's person number one.
0:02:16 > 0:02:21Anywhere you like. That's person number two.
0:02:21 > 0:02:25And, you...well, sir, I want you to look at Tilly's belly button
0:02:25 > 0:02:27for me and give her a big wave.
0:02:27 > 0:02:32- Give her a big wave. Say, "Hello, Tilly."- Hello, Tilly.
0:02:32 > 0:02:35This is going out on the TV, you know!
0:02:35 > 0:02:40So, I want you to take a look at that bear and I want you
0:02:40 > 0:02:43to, in your head, decide how much you think Tilly is worth.
0:02:43 > 0:02:46Because, remember, an item is only worth how much a person is
0:02:46 > 0:02:50willing to pay for it, so I want you to decide, in your head,
0:02:50 > 0:02:51how much you think that's worth.
0:02:51 > 0:02:54And just to check, you've no idea what's about to happen
0:02:54 > 0:02:56and you didn't know this was going to happen, you didn't know
0:02:56 > 0:02:59you'd be talking to an inanimate bear tonight.
0:02:59 > 0:03:04It's a regular Saturday night in for you anyway, I would imagine!
0:03:04 > 0:03:07So, sir...OK, that seems to be resonating with your friends!
0:03:07 > 0:03:11- Actually, what was your name again?- Eric.- Eric.
0:03:11 > 0:03:14Give Eric a round of applause as he makes his way up.
0:03:17 > 0:03:20- Everybody say, "Hi, Eric." - ALL: Hi, Eric.
0:03:20 > 0:03:22And turn Tilly around everyone say, "Hi, Tilly."
0:03:22 > 0:03:23ALL: Hi, Tilly.
0:03:23 > 0:03:27This is like the weirdest AA meeting you've ever been to.
0:03:27 > 0:03:30So you have a price that you want to pay for Tilly? I need to ask,
0:03:30 > 0:03:32when you look at Tilly, do you see this as a quality item,
0:03:32 > 0:03:34- a cheap item? - It seems quite good quality.
0:03:34 > 0:03:38Eric, Tilly has got a backpack.
0:03:38 > 0:03:41If you could just open up that backpack for me,
0:03:41 > 0:03:46open it up and inside there should be a little receipt.
0:03:46 > 0:03:51I want you to unfold that for me and give it a little read.
0:03:51 > 0:03:56- Before you do that, how much are you willing to pay for Tilly?- £19.80.
0:03:56 > 0:03:58- £19.80.- Yes.
0:03:58 > 0:04:02Is that some date of birth in the family or anything like that?
0:04:02 > 0:04:05- No, it just seemed like a good quality bear.- A good quality bear.
0:04:05 > 0:04:10OK! You must be really good craic on blind dates, Eric.
0:04:10 > 0:04:15Go ahead and slowly unfold that for me and it is a receipt.
0:04:15 > 0:04:18- What's the name of that shop? - David Mead Make-Believe.
0:04:18 > 0:04:23Very fine quality boutique! It's receipt number one.
0:04:23 > 0:04:25- How much is the price on that? - £24.80.
0:04:25 > 0:04:33- £24.80 and the price that you thought of was...- £19.80.- OK.
0:04:33 > 0:04:36I can't help but think that this is partly your fault.
0:04:36 > 0:04:39It is stapled at the bottom.
0:04:39 > 0:04:42Unfold the receipt the whole way down for me.
0:04:42 > 0:04:45What does it say there, what does that line say?
0:04:45 > 0:04:49It says celebrity discount £5.
0:04:49 > 0:04:52- And so what does the total price come to?- Total price £19.80.
0:04:52 > 0:04:54CHEERING AND APPLAUSE
0:04:54 > 0:04:59Give him a huge round of applause. £19.80
0:04:59 > 0:05:02Good job. Eric, thank you so much. Let's hear it for Eric!
0:05:02 > 0:05:05CHEERING
0:05:07 > 0:05:11Is it really possible for me to sell snow to the Eskimo and if I am
0:05:11 > 0:05:15so good at sales, is it possible for someone to sell me anything?
0:05:15 > 0:05:17I had to find out, so, to the auction!
0:05:24 > 0:05:29I am fascinated by the sales process and how some people seem to have the
0:05:29 > 0:05:34innate ability to sell anything to anyone, so I want to take some
0:05:34 > 0:05:37participants to a huge auction house with tens of thousands of items.
0:05:37 > 0:05:39They're going to pick any items they like
0:05:39 > 0:05:42and it's their job to try and sell them to me.
0:05:42 > 0:05:45I am going to guess how much they want to sell that to me
0:05:45 > 0:05:48and if I am wrong, by even a penny, I give them every cent I have.
0:05:48 > 0:05:52I have chosen three people with different levels of sales expertise.
0:05:52 > 0:05:57First up is Tony and for a salesman, he is surprisingly honest.
0:05:57 > 0:06:01Been involved in sales. A very successful salesperson, I used to be.
0:06:01 > 0:06:04That's why I'm teaching now! Because I wasn't!
0:06:04 > 0:06:07Next up is Brian Cox.
0:06:07 > 0:06:11No, not the scientist, the super-confident salesman.
0:06:11 > 0:06:14Reckon I could sell fridges to the Eskimos, as they say.
0:06:14 > 0:06:16Last, but not least, is Jane
0:06:16 > 0:06:19who is more than a little doubtful of her own abilities.
0:06:19 > 0:06:21I did once have a job in a shop.
0:06:21 > 0:06:24I think I was possibly the worst shop assistant on the planet.
0:06:24 > 0:06:26I couldn't sell water to a thirsty man.
0:06:26 > 0:06:31I have brought you to this huge auction house, full of all manner
0:06:31 > 0:06:36of paraphernalia and I want you to pick any item you like.
0:06:36 > 0:06:38Before we start, I want to check,
0:06:38 > 0:06:40you've no idea what you are going to pick?
0:06:40 > 0:06:42- ALL: No.- OK, you really can choose anything.
0:06:42 > 0:06:46I am kind of partial to auctions and buying things
0:06:46 > 0:06:48and for that reason, if you don't mind, I'm going to give this
0:06:48 > 0:06:51to the most trustworthy person in the group.
0:06:51 > 0:06:54If you can hold onto that for me, just put that inside your pocket,
0:06:54 > 0:06:57so that I don't buy anything because my wife will hunt me down.
0:06:57 > 0:07:00So, take as long as you like, go ahead and pick something.
0:07:00 > 0:07:04So they're going to wander around this huge auction house.
0:07:04 > 0:07:06There are tens of thousands of items.
0:07:06 > 0:07:08They'll pick an item and try and sell it to me,
0:07:08 > 0:07:10using their best sales pitch.
0:07:10 > 0:07:15My sales people will secretly decide on a price for their chosen item.
0:07:15 > 0:07:18If I pay a penny more, then they win.
0:07:18 > 0:07:22Brian, here, thinks antique feathers will tickle my fancy.
0:07:22 > 0:07:26I've bought what looks like a modern version of an old-fashioned
0:07:26 > 0:07:30quill set. It's going to be a seller.
0:07:30 > 0:07:34Tony, here, thinks there's cash in the rock 'n' roll dream.
0:07:34 > 0:07:38It's not the object, I am going to sell him the idea that he
0:07:38 > 0:07:41could be up there in front of 10,000 people, big arena,
0:07:41 > 0:07:46- and have that adoration that he craves.- Let the pitching begin.
0:07:46 > 0:07:49Build the picture, you're out there, Odyssey Arena there's 10,000 people.
0:07:49 > 0:07:53- I hear a lot of booing. - You make your first sound.
0:07:53 > 0:07:56- I am feeling good about this, Tony! - This is the key to it, yeah?
0:07:56 > 0:08:01Tony, I think I'm going to make you an offer. OK, Tony,
0:08:01 > 0:08:04that is my bid.
0:08:08 > 0:08:12Tony, this is your bid. I will put it in there, keep an eye on it.
0:08:12 > 0:08:15Make sure I don't mess around with it. So, Brian, go!
0:08:15 > 0:08:22- David, what I have to offer is a beautiful quill set.- Fascinating.
0:08:22 > 0:08:26- You make a letter, invitation, people get it...- Come on, sell it!
0:08:26 > 0:08:29You get your husbands and wives...
0:08:29 > 0:08:33My husbands are none of your business, Brian.
0:08:33 > 0:08:36Brian, that was fascinating. I think I am ready to make you an offer.
0:08:36 > 0:08:39So, if I am off by a penny, you get to keep my money.
0:08:39 > 0:08:42I just hope you don't mug me for it on the way out.
0:08:42 > 0:08:46Your bid is in the bowl. So, Jane, go!
0:08:46 > 0:08:49This is a fairly tatty, elderly wooden box.
0:08:49 > 0:08:51OK, Jane, so in a sentence, why should I buy it?
0:08:51 > 0:08:55It has been loved and it's sitting here not being loved.
0:08:55 > 0:08:58I'm willing to make you an offer.
0:08:59 > 0:09:06In it goes. Right. There we go.
0:09:06 > 0:09:09OK, folks, you've done a really interesting job.
0:09:09 > 0:09:13Keep a good eye on these, please, and these are your sealed bids
0:09:13 > 0:09:16but, before you open them, I want you to write down
0:09:16 > 0:09:19the sum of money that you are willing to sell these items for.
0:09:19 > 0:09:23Go ahead and take a card and pen each. Write it nice and large.
0:09:23 > 0:09:28I'll look over here so I can't see. We'll start with Jane.
0:09:28 > 0:09:30How much did you want to sell it to me for? £15.
0:09:30 > 0:09:36Well...here we have
0:09:36 > 0:09:39five, ten...
0:09:39 > 0:09:43and £15. And we'll come over to you, Brian.
0:09:43 > 0:09:46Let's see how well you did. £52.
0:09:46 > 0:09:50I am going to open this up and this time,
0:09:50 > 0:09:53Brian, I want you to count it yourself for me, please.
0:09:53 > 0:09:58If you place that down on the table and this, is my sealed bid amount.
0:09:58 > 0:10:04Five, ten, 15, 20, 25, 30,
0:10:04 > 0:10:0935, 40, 45, 50, and one...
0:10:11 > 0:10:12Unbelievable!
0:10:12 > 0:10:16Sorry, Brian. £52!
0:10:16 > 0:10:20Now, Tony, what did it go for?
0:10:20 > 0:10:25£150. Tony, in case you think there's any funny
0:10:25 > 0:10:30sleight of hand anything, I promise there isn't, go pick it up yourself.
0:10:30 > 0:10:33- How are you feeling? Confident? - No way could you have got this.
0:10:33 > 0:10:3650...
0:10:36 > 0:10:39100...
0:10:39 > 0:10:44- 120, 140, £150.- £150!
0:10:44 > 0:10:47Impossible, absolutely impossible!
0:10:47 > 0:10:52Yes, it would be impossible to get £150 for that guitar!
0:10:52 > 0:10:55- One more thing, I gave you my wallet, didn't I?- No!
0:10:55 > 0:10:58There's CCTV in this building! Can I have my wallet back?
0:11:00 > 0:11:04The reason I put elastic bands round it was to make absolutely
0:11:04 > 0:11:08sure you didn't have the opportunity to switch or fiddle with it.
0:11:08 > 0:11:11I put a wallet within a wallet so there'd be no funny
0:11:11 > 0:11:15business and inside that wallet there's a shopping list in there.
0:11:15 > 0:11:17Would you go ahead and take that out for me please?
0:11:17 > 0:11:19This is a little shopping list.
0:11:19 > 0:11:22Would you open that up for me and read it out for me, Tony?
0:11:22 > 0:11:25- Folks, you could have chosen anything...- Dear, oh dear!
0:11:25 > 0:11:29A guitar, a trinket box and a quill.
0:11:29 > 0:11:32That was my shopping list - a guitar, a trinket box and a quill.
0:11:32 > 0:11:35My budget was £217. Hold on to that for me.
0:11:35 > 0:11:42We have 15, plus 150, plus 52, five, six, seven...
0:11:42 > 0:11:46I think that comes to £217.
0:11:46 > 0:11:50You could have chosen anything in the entire building,
0:11:50 > 0:11:53- anything at all.- How on Earth did he do that? I would say it's impossible,
0:11:53 > 0:11:55but he's done it.
0:11:58 > 0:12:00CHEERING AND APPLAUSE
0:12:03 > 0:12:05There we have it, folks.
0:12:05 > 0:12:08It does seem that it's possible for anyone to sell anything to
0:12:08 > 0:12:12anyone and we've some of our budding auctioneers in the house tonight.
0:12:12 > 0:12:14Let's hear it for our bidders.
0:12:14 > 0:12:16CHEERING
0:12:16 > 0:12:20One of the most interesting techniques that salespeople use
0:12:20 > 0:12:23to sell things to people is the celebrity endorsement.
0:12:23 > 0:12:26I can assure you, I am not a celebrity by any
0:12:26 > 0:12:28stretch of the imagination, but celebrities are often linked
0:12:28 > 0:12:31with products to make those products seem more attractive.
0:12:31 > 0:12:35I want to see if I can try a little experiment with endorsement
0:12:35 > 0:12:38based on that. And I'll do it with...this gentleman here
0:12:38 > 0:12:40who's trying not to get picked.
0:12:40 > 0:12:43Yes, that guy saying if I don't look in the eyes, I'm invisible!
0:12:43 > 0:12:45- What's your name?- Jim.- Jim? Ladies and gentlemen,
0:12:45 > 0:12:47give Jim a round of applause.
0:12:48 > 0:12:54- Jim, do you think you're swayed by celebrity endorsements?- Not really.
0:12:54 > 0:12:58Not really, OK. I want you to think about a celebrity,
0:12:58 > 0:12:59any celebrity in the world.
0:12:59 > 0:13:02It's got to be someone in the public eye, someone if you were to name
0:13:02 > 0:13:05their name out loud, everyone here would know who you're talking about.
0:13:05 > 0:13:07- Right.- I don't want you to say it out loud,
0:13:07 > 0:13:10I just want you to think about that person.
0:13:10 > 0:13:13My job is going to be to try and work out, looking at you, Jim,
0:13:13 > 0:13:17who you'd like to endorse you as a human being.
0:13:17 > 0:13:22- So think about it, Jim.- Right. - Have you got someone?- Yes.
0:13:22 > 0:13:25What's interesting, is when I ask people to do this,
0:13:25 > 0:13:29they always choose people who are a thousand miles away
0:13:29 > 0:13:32from their own self-image, so, Jim, looking at you,
0:13:32 > 0:13:36you're very clearly a fit, young, able, sophisticated, man-about-town.
0:13:36 > 0:13:39I would also say you are going to choose someone, let's face it,
0:13:39 > 0:13:45you're fairly pumped for a guy who's 35...38?
0:13:45 > 0:13:48- Older than that.- But you used to keep probably an awful lot
0:13:48 > 0:13:52fitter whenever you'd more time, I would say. I would also say you are
0:13:52 > 0:13:56very driven by, if I take a look at some of the products you buy,
0:13:56 > 0:13:58that should tell me a little bit.
0:13:58 > 0:14:01That actually is a very expensive watch, so this is someone who will
0:14:01 > 0:14:04earn quite high and be known for quite designer goods.
0:14:04 > 0:14:07This shirt, actually, is pretty high level designer.
0:14:07 > 0:14:11It genuinely is. So I would say...
0:14:13 > 0:14:15I am going to take a bit of the guess on this...
0:14:15 > 0:14:20Would you turn around for me? Ah! OK, turn around again. Is it...
0:14:23 > 0:14:25- It's not Peter Andre, is it?- It is!
0:14:25 > 0:14:28Let's hear it for Jim, give him a round of applause. Is it really?
0:14:28 > 0:14:32- It is.- Really?- Honest to God. - Genuinely was?- Genuinely.
0:14:32 > 0:14:35And do you know what, Jim? You are the image of him!
0:14:35 > 0:14:39Ladies and gentlemen, Jim. Give him a big round of applause.
0:14:39 > 0:14:40Back you go.
0:14:40 > 0:14:43CHEERING
0:14:46 > 0:14:48So, there you have it.
0:14:48 > 0:14:50It looks like celebrity endorsements may have some bearing on whether
0:14:50 > 0:14:54a person will buy a product, but one of the more interesting
0:14:54 > 0:14:57things is, you know those deals, 50% off, 50% extra free,
0:14:57 > 0:15:01buy one get one free - how important are they in your buying decisions?
0:15:01 > 0:15:04I want to see just how far I can persuade someone,
0:15:04 > 0:15:06but not in the shop, on the football pitch.
0:15:13 > 0:15:16I have come to London for a kickabout on the common, or
0:15:16 > 0:15:18what I call footballs on plinths!
0:15:18 > 0:15:23And my star player is Darren Gough, famous England cricketer who also
0:15:23 > 0:15:26scored a hat-trick by winning Strictly Come Dancing no less
0:15:26 > 0:15:28than three times!
0:15:28 > 0:15:31Listen, I am a cricketer, a dancer, a radio presenter,
0:15:31 > 0:15:35but my first love is football, but people always recognise,
0:15:35 > 0:15:39obviously 20 years of playing professional sport for my country
0:15:39 > 0:15:42and then doing a dancing show where 15 million people watch,
0:15:42 > 0:15:46so football seems to have been kicked into touch.
0:15:46 > 0:15:49Or in this case, the footballs are under a paper bag.
0:15:49 > 0:15:53Sales people and organisations use a huge amount of stimuli to make you
0:15:53 > 0:15:55do things - buy one get one free,
0:15:55 > 0:15:5850% off, even colours, shapes and the locations of items in-store,
0:15:58 > 0:16:03so I want to play, as a mentalist, with some of those techniques today.
0:16:03 > 0:16:06As a sportsman and a dancer, it's all about the moves,
0:16:06 > 0:16:08but the question is,
0:16:08 > 0:16:12will Darren tackle my techniques or will I control the game?
0:16:12 > 0:16:15All right, so, really simple game, Darren.
0:16:15 > 0:16:18I am going to make one of these bags more attractive than
0:16:18 > 0:16:22any other. You're literally just looking at brown paper bags,
0:16:22 > 0:16:25footballs on plinths, and you can kick any one that you like.
0:16:25 > 0:16:28I want a good kick. I don't want a girly kick.
0:16:28 > 0:16:31- I want a real man's kick here. - Right.
0:16:31 > 0:16:34Because, as you can tell, very macho here, very macho.
0:16:34 > 0:16:37- So, have a think about it? Have you got one?- Yeah.
0:16:37 > 0:16:39OK, go ahead and kick the ball that you like.
0:16:42 > 0:16:46- Ho-hoo! Good shot.- I've never kicked a ball through a paper bag before.
0:16:46 > 0:16:49- How do you feel after that? Adrenaline up?- Yes.
0:16:49 > 0:16:52- OK.- Think I have got it in the groin, though!
0:16:52 > 0:16:55- Want me to rub it for you? I am here for you.- No, I am all right!
0:16:55 > 0:16:58I would need to invoice you, that's the thing. Why choose number three,
0:16:58 > 0:17:00because you had no stimuli here at all?
0:17:00 > 0:17:04- They were all brown paper bags. - It was in the middle.- OK, all right.
0:17:04 > 0:17:0891% of people, when asked to do this, would choose number three,
0:17:08 > 0:17:11the first time. But I don't want you to feel bad about that.
0:17:11 > 0:17:14The fact is, your job is a bit more difficult now,
0:17:14 > 0:17:18because first of all, we've got one less bag and second of all,
0:17:18 > 0:17:20I am going to introduce these.
0:17:20 > 0:17:23What we have are a few little special offer cards.
0:17:23 > 0:17:27We've affordable, we've got expensive and we've even got free.
0:17:27 > 0:17:30OK? I will place these in front of three of them
0:17:30 > 0:17:35and I am going to put that one there,
0:17:35 > 0:17:38that's the free one.
0:17:38 > 0:17:42I am going to put expensive, that's that one there
0:17:42 > 0:17:45and affordable over there.
0:17:45 > 0:17:49At the moment, we have one that's been left brown
0:17:49 > 0:17:54and three are now more attractive to your eye.
0:17:54 > 0:17:58Whenever you are ready, go ahead and kick the bag that you like.
0:17:58 > 0:18:01Come on, you can do it! Come on, Darren! Come on! Wow!
0:18:01 > 0:18:07That's impressive. You've doubled your distance, there.
0:18:07 > 0:18:12What you've done there is you've kicked away the affordable one.
0:18:12 > 0:18:14Why did you take away the affordable one?
0:18:14 > 0:18:17Because cost has to come into it. I am not one of them
0:18:17 > 0:18:20who'll just go out and spend £300 on a pair of jeans.
0:18:20 > 0:18:24- It has to be affordable.- Yes, me too. We're going to do the same again.
0:18:24 > 0:18:28Three remaining, but this time, I am going to do it slightly differently.
0:18:28 > 0:18:32Can we have a couple of stickers, please? Make this more interesting.
0:18:32 > 0:18:35I am going to change it around a bit.
0:18:35 > 0:18:39We've got two here - 50% off and 50% free.
0:18:39 > 0:18:43So, would you rather have a good price, get more for your money?
0:18:43 > 0:18:47Think about it for a second because I'm going to place this here -
0:18:47 > 0:18:5250% off and this one...here -
0:18:52 > 0:18:5650% free.
0:18:56 > 0:19:03And, if you don't mind, I am just going to change my mind.
0:19:03 > 0:19:06So, we've got 50% off, 50% free
0:19:06 > 0:19:11and still we've got that hideous ugly, brown bag with nothing on it.
0:19:11 > 0:19:15Totally unattractive. We've got three bags remaining, Darren.
0:19:15 > 0:19:17Are you choosing to kick these on the moment?
0:19:17 > 0:19:21- Just now, in the moment.- Go ahead. Kick the one that you like.
0:19:21 > 0:19:27Come on, come on! Come on, Darren! Wow! That was amazing.
0:19:27 > 0:19:30We're down to only two bags left
0:19:30 > 0:19:33and I am not going to change a single thing.
0:19:33 > 0:19:36One is very interesting, very attractive
0:19:36 > 0:19:38and one is fairly ugly and hideous.
0:19:38 > 0:19:41Most people won't choose to pick one that has got nothing on it so,
0:19:41 > 0:19:44when you're ready, do you know which one you want to kick?
0:19:44 > 0:19:48- Yeah.- You do know?- Yeah.- Locked on pretty solid. Firm.- Yeah.- Fixed.
0:19:48 > 0:19:49- Yeah.- Line yourself up.
0:19:49 > 0:19:54Whenever you are ready, go ahead and kick the ball you like.
0:19:54 > 0:19:55Wow!
0:19:55 > 0:19:58Now, you chose the one that was the least interesting,
0:19:58 > 0:20:00that had very little on it.
0:20:00 > 0:20:03Was that because it felt that you thought that I thought that
0:20:03 > 0:20:06I was going to try and make you do something?
0:20:06 > 0:20:09- It stood out to me. I like that bag!- OK. Thanks for coming.
0:20:09 > 0:20:13Thank you so much. Do you want to go ahead and kick the last one?
0:20:13 > 0:20:16Go ahead. Well, actually, do you mind if I do the honours?
0:20:16 > 0:20:17Yeah, you kick it.
0:20:17 > 0:20:21I don't want to show you up, that's the only thing.
0:20:21 > 0:20:23I don't want you to kick it, but if you could just pick up
0:20:23 > 0:20:26the paper bag for me.
0:20:28 > 0:20:31We have a solid cannonball.
0:20:31 > 0:20:34Go ahead and pick it up for me, I don't want to touch it.
0:20:34 > 0:20:37- Ohh!- Do you feel the weight of that?
0:20:37 > 0:20:42If I'd have kicked that, I'd have broke my foot!
0:20:42 > 0:20:43I would have had no foot left.
0:20:43 > 0:20:47And what's more hilarious is we've absolutely no insurance!
0:20:47 > 0:20:50Absolutely crackers!
0:20:50 > 0:20:54I could have kicked a cannonball, not a football, a cannonball!
0:20:54 > 0:20:58CHEERING AND APPLAUSE
0:21:04 > 0:21:10One job in sales that's the hardest than any other is the cold call.
0:21:10 > 0:21:13Hands up, who has had to make a cold call?
0:21:13 > 0:21:15Hands up who's had to make a cold call?
0:21:15 > 0:21:18Cold calling is the most difficult job in sales.
0:21:18 > 0:21:21You're contacting people who don't want to hear from you
0:21:21 > 0:21:23to convince them to buy products they don't need,
0:21:23 > 0:21:26using money they probably can't afford and you are doing it
0:21:26 > 0:21:29when they're trying to put the tea on.
0:21:29 > 0:21:30So that's my job this evening.
0:21:30 > 0:21:36I am going to set up a cold call and I need someone to help me.
0:21:36 > 0:21:37- AUDIENCE: Aw!- Tilly's back!
0:21:37 > 0:21:42The third person who catches this will be the person who comes up.
0:21:42 > 0:21:44Three, two, one.
0:21:44 > 0:21:47That's throw number one,
0:21:47 > 0:21:49so if we can have throw number two, please, sir.
0:21:49 > 0:21:54You're going to make throw number three.
0:21:54 > 0:21:56Whoops!
0:21:56 > 0:22:02Tilly is lying like roadkill on the floor! I think it's closest to you.
0:22:02 > 0:22:04- Madam, what's your name?- Lindsay.
0:22:04 > 0:22:07So, Lindsay, there's no need to grab Tilly by the neck.
0:22:07 > 0:22:10Ladies and gentlemen, give Lindsay a round of applause.
0:22:10 > 0:22:12CHEERING
0:22:17 > 0:22:18What's that, Tilly?
0:22:18 > 0:22:21No, I don't think it's fake tan, I think it's legit.
0:22:22 > 0:22:27- Lindsay, have you ever had to make a cold call?- Yeah.
0:22:27 > 0:22:30- We would do prospect in the evenings and things.- How was it?
0:22:30 > 0:22:35Sometimes, the people just don't want to know you at all.
0:22:35 > 0:22:38This evening, we're going to set up a cold call and you
0:22:38 > 0:22:41are the person that I am going to try and sell something to.
0:22:41 > 0:22:45What makes this different to any other cold call is I am not going
0:22:45 > 0:22:47to tell you what I am going to try and sell you, but what I am going to
0:22:47 > 0:22:51try and sell you is written on the blackboard that's hanging up.
0:22:51 > 0:22:52Am I allowed to look at it?
0:22:52 > 0:22:55Yes, a little later, we'll bring it down and see how close
0:22:55 > 0:22:58Lindsay's choice is to what's scribbled there.
0:22:58 > 0:23:01Would you like to take a little seat for me? Lindsay, everyone!
0:23:01 > 0:23:04CHEERING
0:23:04 > 0:23:08So, I will take Lindsay through a sales call and in this call,
0:23:08 > 0:23:10I am going to ask a series of questions.
0:23:10 > 0:23:14My job is to hone my script so that at the end,
0:23:14 > 0:23:16the final product that she names, is the only
0:23:16 > 0:23:19product in the world that she could consider buying.
0:23:19 > 0:23:22I think that you can't not buy this product, Lindsay.
0:23:22 > 0:23:26During the course of the sales call, I'll ring my bell a few times
0:23:26 > 0:23:29and at that point, name any random product that pops into your head.
0:23:29 > 0:23:33- Are you ready for the sales call?- Yes, ready to go.
0:23:33 > 0:23:36DAVID CLEARS HIS THROAT
0:23:38 > 0:23:39PHONE RINGS
0:23:39 > 0:23:43- Hello.- Hello, this is Davina from Meade Enterprises.
0:23:43 > 0:23:46- How are you this evening?- I'm good, Davina. How are you?
0:23:46 > 0:23:49You're taking great joy in calling me Davina! All right!
0:23:49 > 0:23:51Sorry, one moment please.
0:23:51 > 0:23:52HOLDING MUSIC PLAYS
0:23:52 > 0:23:54I put Lindsay on hold.
0:23:54 > 0:23:59Lindsay thinks I'm very busy. I am actually in the bathroom.
0:23:59 > 0:24:01Hello, Lindsay.
0:24:01 > 0:24:04I'm sorry, I was talking with my manager there
0:24:04 > 0:24:07and we've got some amazing offers and deals for you today.
0:24:07 > 0:24:10I need to ask you at this point, what's the most exciting
0:24:10 > 0:24:12product you've ever bought?
0:24:12 > 0:24:16BELL RINGS
0:24:13 > 0:24:16- Name any product in the world. - Wedding ring.- Wedding ring.
0:24:16 > 0:24:17OK. And did you buy that?
0:24:17 > 0:24:19You know that's not how it's supposed to work?
0:24:19 > 0:24:23- I bought the wedding ring, he bought the engagement ring.- Right.
0:24:23 > 0:24:27You got the best deal there on balance! Number one, wedding ring.
0:24:27 > 0:24:30OK, I want you to think of the last item you bought, that you were
0:24:30 > 0:24:32so hugely disappointed with.
0:24:32 > 0:24:34All right, think about whatever that product is.
0:24:34 > 0:24:36Don't name that.
0:24:36 > 0:24:37BELL RINGS
0:24:37 > 0:24:39- Quickly, another one. - My belly button bar!
0:24:39 > 0:24:41LAUGHTER
0:24:41 > 0:24:45Belly button bar.
0:24:45 > 0:24:48Sorry, Lindsay.
0:24:48 > 0:24:50HOLDING MUSIC PLAYS
0:24:50 > 0:24:53It turns out that Lindsay is a pervert!
0:24:56 > 0:24:59OK, Lindsay, I want you to think about the last time you spent
0:24:59 > 0:25:02a huge amount of money. The most expensive thing you ever bought,
0:25:02 > 0:25:06whatever that is, I don't want you to say that, not that product.
0:25:06 > 0:25:08- Any product in the world,- Dog. - OK, dog.
0:25:08 > 0:25:12So number one is wedding ring,
0:25:12 > 0:25:15number two is belly button bar, number three is dog.
0:25:15 > 0:25:20- Can I change my mind?- Yes, you can. Not dog?- I was going to say sofa.
0:25:20 > 0:25:24Right, OK. So we'll scribble out dog. Just to be clear, you went from
0:25:24 > 0:25:26- dog to sofa?- They're both grey.
0:25:30 > 0:25:32Do they come in, let's say... 50 shades?
0:25:32 > 0:25:35RAUCOUS LAUGHTER
0:25:40 > 0:25:45So we've went from wedding ring, belly button bar,
0:25:45 > 0:25:50you wanted to change your mind from dog and then you went to sofa.
0:25:50 > 0:25:52GONG CLANGS
0:25:52 > 0:25:56That is the cold call over.
0:25:56 > 0:25:59Imagine for a minute,
0:25:59 > 0:26:02you've got a final product in your head that you want to buy.
0:26:02 > 0:26:06- So your partner... Is that husband, I assume?- Yes, Stephen.
0:26:06 > 0:26:09If Stephen was here right now,
0:26:09 > 0:26:11what would he have said you should have bought?
0:26:11 > 0:26:15- Bought him a new car, probably. - But there's literally no chance
0:26:15 > 0:26:18- of that, you are too stingy. - He can buy himself one.
0:26:18 > 0:26:21You be like that! OK, folks.
0:26:21 > 0:26:25At this point, I will go ahead and get the blackboard down please.
0:26:25 > 0:26:28Lindsay, would you stand up here for me?
0:26:28 > 0:26:32Just to recap, you're thinking of the target product in your head
0:26:32 > 0:26:35that no-one in this world knows about. You never said it out loud,
0:26:35 > 0:26:39- no-one in the crew could know what this is. Proper secret.- Yes.
0:26:39 > 0:26:43- OK, it just popped into your head, sitting at the table.- Yes.- OK.
0:26:43 > 0:26:46So you went from wedding ring, to belly button bar,
0:26:46 > 0:26:49you changed your mind from dog and then you went to sofa.
0:26:49 > 0:26:55OK. So, folks, what we have here is a beautiful blackboard.
0:26:55 > 0:26:58Lindsay, I took you on a cold call,
0:26:58 > 0:27:02but it was really important for me that I tried to, before I
0:27:02 > 0:27:06started this, to get a sense of the type of person that might take part.
0:27:06 > 0:27:08And I thought maybe,
0:27:08 > 0:27:11there was a chance that they might want a ring of some sort.
0:27:11 > 0:27:15Then, Lindsay, I started to think that maybe
0:27:15 > 0:27:19they might want some sort of piercing.
0:27:19 > 0:27:23Then, Lindsay, I thought there might be a chance that they would
0:27:23 > 0:27:24want to buy a dog!
0:27:24 > 0:27:27But then, I had a sense that they might change their mind around
0:27:27 > 0:27:35about there and end up looking for a sofa, a grey sofa.
0:27:35 > 0:27:38APPLAUSE AND CHEERING
0:27:38 > 0:27:41Lindsay, the only product that mattered was that final target.
0:27:41 > 0:27:45You haven't said this out loud, no-one knows what this is.
0:27:45 > 0:27:50- For the first time out loud, what's the product?- House.- A house!
0:27:52 > 0:27:55- Let's hear it for a Lindsay! Huge round of applause.- Oh my God!
0:27:58 > 0:28:03And sorry, husband, no new car for you!
0:28:03 > 0:28:06Ladies and gentlemen, let's hear it for Lindsay!
0:28:06 > 0:28:08CHEERING AND APPLAUSE
0:28:08 > 0:28:11Back you go, back you go!
0:28:11 > 0:28:15There you have it, folks. What do you think?
0:28:15 > 0:28:18Am I really the best salesperson in the world?
0:28:18 > 0:28:21Can I really sell anything to anyone or has this all just been
0:28:21 > 0:28:23make-believe? Thank you for watching.
0:28:23 > 0:28:26CHEERING AND APPLAUSE
0:28:31 > 0:28:34Subtitles by Red Bee Media Ltd