Door-in-the-face technology

Door-in-the-face technology - sales technology consists in the fact that the seller initially demands excessive consideration from the customer for a concession, which the customer will very likely refuse. If the customer has rejected the first claim, the seller demands a much smaller consideration. Then there is a great chance that the customer will meet this condition (the actual goal of the seller).

Example: For a quantity discount of 10%, the seller requests an additional purchase of 20 units of measure. If the customer declines, he reduces his claim to 15 units of measure.

The risk of this sales technique is that the first requirement or condition of the seller will be judged by the customer as excessively exaggerated. If the seller then demands a lower consideration from the customer, his willingness to buy will not increase, but may even decrease.

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