Überzeugungsstrategien

When one person asks someone for a favor, like trying a sample of new hand cream, the individual may comply with such a reasonable request because it seems small and effortless.

However, fulfilling that initial request makes it harder to turn down a larger, subsequent request, for instance, one that calls for the individual to purchase something.

In this case, the salesman is relying on the foot-in-the-door phenomenon—a tendency for people who agree with small requests to increase their likelihood of completing a larger demand at a later time.

The tactic worked; the shopper wanted to be consistent in her actions: She voluntarily accepted to simply try the product and followed through with a bigger purchase!

On the contrary…the refusal of a large request—for example, the boss said no when the salesperson asked for 50% commission—may increase the likelihood of her saying yes in the future to a smaller wish, like a more reasonable amount.

This latter approach is referred to as the door-in-the-face technique—a method of complying to something smaller after saying no to an initially substantial request. Due to the principle of reciprocity, the superior felt that she owed the determined worker a favor for making his sales goals.

Using either method, people can be persuaded to comply, even over the phone, whereby exchanging personal information and genuine compliments upfront can aid in business negotiations…or via email, where companies can send tempting offers to try their products for a limited time, knowing that they’ll gain future customers!