Marcie knows that if she first asks a customer to buy the expensive product she is selling 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 by first requesting something extreme (buying the expensive product) and then requesting something less extreme (showing the features of the product) after the consumer refuses.

Marcie Knows That If She First Asks a Customer to Buy