Children and most adults love a great magic trick, a movie with a surprise ending, and a book with unpredictable twists and turns. There is delight in the experience of the unexpected. 

The art of providing the unexpected surprise may be one of the best sales tools for any aspiring sales person.  There are two key steps to providing the appropriate feeling of response.  First, make sure that you sell your product, while leaving room for the revelation of something unexpected.  Second, reveal or identify the final information at the appropriate time.

For instance, if you are a real estate agent showing a property for the first time to a potential buyer.  You receive a call prior to the showing and the sellers inform you that they want you to let the buyers that are looking at the property to know that they will take $25,000 less than the current list price.  You have the choice of when you reveal the new price reduction, therefore you choose to use the art of unexpected surprise.  Show the property, sell them on the value, the features, the location, and find out how they feel about the property.  Then at the end of the showing, reveal to them that the seller is willing to take $25,000 off of the property.  At this point, they may even want to walk through the property again with the knowledge of the lowered price.

By providing the information as an unexpected surprise, the potential buyers conclude with a positive feeling.  If the information had been shared at the beginning of the appointment, the buyer would have ended the showing on a level feeling. With the unexpected surprise there is positive feeling and a better opportunity to sell the property.