Subsection 1.1.1 Foot-in-the-Door Technique

The foot-in-the-door technique is about securing a minor agreement from the customer before moving on to a larger request. For instance, a salesperson might propose letting a customer sample a product for free before suggesting they purchase it.

Subsection 1.1.2 Door-in-the-Face Technique

This approach involves presenting a substantial request first and then retracting it to a more reasonable one if the customer declines. For example, a salesperson might initially suggest buying an entire new car before shifting to a request for purchasing a car accessory.

Subsection 1.1.3 Low-Ball Technique

With the low-ball technique, a product is initially offered at a lower price, which is then increased once the customer shows interest in buying. An example could be presenting a discounted price for a vehicle, contingent on the customer making the purchase on the same day.

Subsection 1.1.4 That’s-Not-All Technique

This method involves adding extra products or services at a reduced rate upon customer agreement to buy the primary product. For instance, offering a complimentary car wash with the purchase of a new vehicle.

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Subsection 1.1.5 Bandwagon Technique

The bandwagon technique persuades customers by suggesting that a product is popular and widely chosen by others. A common statement might be, "Everyone is buying this car, so you should too!"

Subsection 1.1.6 Authority Technique

This technique relies on the endorsement from an authority figure to validate the product. A salesperson might say, "Dr. Smith recommends this car as the best choice available."

Subsection 1.1.7 Social Proof Technique

The social proof technique convinces customers by highlighting that similar individuals have made the purchase. For example, a salesperson could mention, "Your neighbor just bought this car and is thrilled with it!"

Subsection 1.1.8 Scarcity Technique

Creating a sense of urgency, the scarcity technique informs customers that a product is limited in availability. A salesperson might state, "Only a few of these cars remain, so act fast!"

Subsection 1.1.9 Reciprocity Technique

This involves offering a free sample to the customer, establishing a sense of obligation. For example, providing a trial period for a car before purchase.

Subsection 1.1.10 Commitment and Consistency Technique

Here, a small initial commitment is sought before requesting a larger one. For instance, asking a customer to test-drive a car before suggesting they buy it.

Subsection 1.1.11 Contrast Technique

The contrast technique presents an inferior product next to the one being sold. For example, showing a less desirable vehicle and then contrasting it with the features of a higher-end model.

Subsection 1.1.12 Emotional Appeal Technique

Lastly, the emotional appeal technique uses evocative language to influence purchasing decisions. A salesperson might say, "This car will give you peace of mind and a sense of security."