Foot-in-the-door technology

Foot-in-the-door technique - This sales technique consists of the seller first asking the customer a small favor, which the customer is very likely to do. When the customer has fulfilled the small request, the salesperson stands with one foot in the door. He then expresses a major request or requirement that the customer will probably also fulfill because he wants to behave consistently (free of contradictions). Example: The seller gets the customer to speak positively about the product on offer. After that, the customer finds it difficult to refuse the purchase.

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