When shopping for a car,Dave works out a great deal with the salesperson.While she is talking to her manager,Dave thinks about how wonderful it is going to be to own the car that he wants.When the salesperson comes back,she tells Dave that the manager will not agree with the deal and wants him to pay more.If Dave decides to pay the higher price,which sales technique has been successfully implemented?

Question

Quizplus · Accepted Answer

The salesperson implemented the commitment technique by getting Dave to mentally commit to the idea of owning the car at a lower price before informing him of the higher price. By doing this, she increased the chances of him agreeing to pay the higher price as he had already mentally committed to the idea of owning the car.

When Shopping for a Car,Dave Works Out a Great Deal