The step down method is when you are trying to convience a person to buy or give you an item or money, they are more likely to say, "No" 5 times before they say "Yes". The way around this method is for you to start with the highest or most amount of items and work your way down by taking a little off at a time.
I did this in the job I worked with sellling knives. I would try to sell them a set that would cost almost $1000 and would work my way down to something that could cost as little as $42. While giving them the opition of dropping down, you also show them that there is a way to split the costs, that way it doesn't seem like they are spending all that money on knives, but also they are able to spread the 15 day money back for longer amount of days. The whole time you are in the process of asking them for their money if you shake your head in the motion for yes, they are also more likely to start doing the same thing. This all to me seems like a scam to me at times, also the reason I no longer work for that job.
I think that it's interesting that you point out that if you nod your head, customers are likely to nod their head, which ultimately results in the customer buying the product you are selling. This is something to keep in mind, when someone comes to your home to sell you something. In fact, I think that a lot of the stuff we have learned through the completion of our degree teaches you little tricks like this all along.
ReplyDeleteI agree with you Rachel it seems like in this class all the articles we have been reading show us little things like this that can get people to do what we would like and act the way we want. From the book which talks about the theory of reciprocation to the little articles and cases we have read. There always seems to be simple little tricks that can put you a step ahead of others and set you up for success whether it be the simple sale of a set of knives or something a lot bigger down the road.
ReplyDelete