The large then smaller variant of the rule of [[Reciprocity]] exploits the fact that people are inclined to honor you a favor when they just declined another favor. The larger-then-smaller-request procedure makes use of [[The contrast principle]] by making the smaller request look even smaller by comparison with the larger one. If I want you to lend me five dollars, I can make it seem like a smaller request by first asking you to lend me ten dollars.


!Example
The most important goal for a door-to-door salesperson is to make the sale. However, the training programs of most companies have  a second important goal was to obtain from prospects the names of referrals-friends, relatives, or neighbors on whom we could call.

“Well, if it is your feeling that a fine set of encyclopedias is not right for you at this time, perhaps you could help me by giving me the names of some others who might wish to take advantage of our company’s great offer. What would be the names of some of these people you know?”

Many individuals who would not otherwise subject their friends to a high-pressure sales presentation do agree to supply referrals when the request is presented as a concession from a purchase request they have just refused.
bag
sales_public
created
Sat, 11 Jun 2011 20:26:08 GMT
creator
dirkjan
modified
Sat, 11 Jun 2011 20:26:08 GMT
modifier
dirkjan
tags
Influence, the psychology of persuasion
M16
Reciprocity
Term
creator
dirkjan