Compliance Techniques (II)

Door-in-Face This technique is the opposite of foot-in-door (see Compliance Techniques). Here you make an extreme request which you think will be turned down (ie door slammed in your face) and then a smaller request (the target). It is based on the idea of reciprocity. The reciprocity principle isn’t only for gift giving, it can... Continue Reading →

Compliance Techniques

My previous post Odd ways to increase your sales  seems to have interested a lot of people, so I thought I'd discuss a few more techniques to increase sales. Before I begin discussing compliance techniques, I should point out that they will neither guarantee you a sale, nor convert a firm “no” into a sale. All... Continue Reading →

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