Marcie knows that if she first asks a customer to buy the expensive product she is selling that they will probably refuse, but she asks anyway. When a consumer refuses, showing that her feelings are clearly hurt, she requests the consumer to do something less extreme, like asking if they will let her show them the features of the product. Which technique is Marcie using?

Question

Quizplus · Accepted Answer

Marcie is using the door-in-the-face technique, where she first makes a large request (buying the expensive product), and then follows it up with a smaller request (looking at the features of the product), hoping that the consumer will agree to the smaller request after refusing the larger one.

Marcie Knows That If She First Asks a Customer to Buy