User:Martiniturbide/Ghosting (Business Technique)

Ghosting is a business technique to discredit the competition on a way you seed a doubt in your customers. This technique can be used verbally or in written form.

Example
If you are at Company A selling computer servers to a customer and you have Company B as your competition. The customer requested 16 processors power and did not specified the quantity of servers. At Company A you are offering 2 server with 8 processors each and you know that is very probable that your competition will offer one machine with 16 processor. On that case you can do ghosting on your proposal by including the following text.

''At Company A we evaluated the possibility to offer a single machine with 16 processor, but we preferred to offer two servers with 8 processor each. This is because we evaluated the risk of failure of one single machine with 16 processor, and since this servers are for critical business applications, it is better to separate the risk of server failing in two servers. ''

With this paragraph you are making the customer to have doubts about "Company B" proposal without referring to them directly or need to talk about your competitors product.