Salesmanship has it's place in Friday Night Magic.Your ability to identify what kind of player is looking at your binder will go a long way in making sure you get maximum value from your trades.
I've previously described how to treat a binder like a retail space. Using simple concepts like maintaining full binders and spreading out value to encourage trade partners to stay in a binder will go along way in making trades more likely. Arranging your cards so they look good in your binder (color patterns, striping) and doing your best to break up trades into more transactions will make trading with you a more pleasurable experience.
But there is much more you can do with your binder that will result in easier, more profitable trades.
Identifying the kind of Magic player you are dealing with will make it easier for you to make offers. Instead of asking "Do you have anything in particular you are looking for?", you can make specific card recommendations. You can lean on your binder as a valuable source of player information simply by putting the right cards next to each other.
Before I describe this process in detail, on the off chance you don't know who Timmy, Johnny and Spike are, feel free to go to the source of these descriptors for reference.
The following is the 9 card layout from a page in my binder:
Spike wants my Abrupt Decay and Lotleth Troll. I suggest Slitherhead.
Timmy wants Ghoultree and Splinterfright. I suggest Revenge of the Hunted.
Johnny wants Jarad's Orders. I suggest Jarad, Golgari Lich Lord.
Now I will describe the page opposite the one above (so that both are displayed at the same time):
This two page layout maintains a "Magic order" as the cards are both the same colors and complimentary. Observing my trade partners gives me almost all I need to know about them to start trading. A quick psychology lesson: Spike wants suggestions that give them an edge, Timmy just wants something cool, while Johnny probably doesn't want you to suggest anything. That is why you let the layout guide them to their next idea.
Thankfully the suggestive layout of cards works on every kind of Magic player. This allows you the chance to try and move specific cards out of your binder by putting them in the right place.
See the following: A foil Talrand center page with a playset of foil Think Twice at the corners of the same page. I currently have foil Desperate Ravings in the spaces left over. Foil Think Twice is a cheap foil that can get great trade value, especially when someone decides it's a good fit in a Talrand deck.
If my trade partner is more interested in the Ravings they are probably more Johnny and maybe a Spike. So I can tell the difference, I have four Snapcaster Mage on the opposite page (right and left over and below Niv - Mizzet Johnny/Timmy identifier). The last four slots are filled with Izzet Charms.
I am careful to make each turn of the page a draw for the three archetypal Magic players. I also do my best to represent playable uncommons and commons on every turn.
If I want to trade out of a particular product, I make sure it sits next to more desirable cards. To encourage spontaneous trades, I try and put cards that play well together near each other and make targeted recommendations I make this seem normal by getting trades done quickly in small blocks. You can quickly build a great relationship with a variety of different players with trading frequency and on the mark assumptions about their card desires.
So, you think you've picked out your local Spikes, Johnnys and Timmys - now what?
You want to be Spike's go to guy for the latest tournament winning cards. Spike trades you value as cards leave their preferred area of competitive play. Spike also buys and sells to dollar cost ravage. They need cards at peak demand and sell when cards are out of favor regardless of that cards playability.
Timmy collects Dragons and Angels. Take a personal interest in their favorite "golden-beater" archetype. Timmy will trade value for pretty unplayable Demons. Timmy can turn a playset of Baleful Dragons into a playset of fastlands.
Johnny will take Commander cards. They love that Blood Clock and Umbilicus do the same thing. If they aren't interested in a particular competitive format, you can get a lot of value for random bulk buying into staples they aren't playing at the moment. If you need hot cards, Johnny is a good resource. He's the easiest guy to trade up with because he'll start moving away from cards as they get picked up by Spike.
If you feel adventurous, check out this research paper from the Graduate Business School of the University of Chicago. In it you'll see how retailers apply similar techniques to their shelf space as well as some interesting facts that likely apply to card trades, like how only 1/3 of purchases being planned.
Make your suggestions and trade frequently to make sure you get your piece of the remaining 2/3 this Friday.