4-1 Breakout Session Blog: Sales Psychology

4-1 Breakout Session Blog: Sales Psychology: Breakout sessions allow you to interact closely with your peers to exchange ideas about the content you are learning. For each breakout session blog…

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4-1 Breakout Session Blog: Sales Psychology

Paper details

Breakout sessions allow you to interact closely with your peers to exchange ideas about the content you are learning. For each breakout session blog, you will have the opportunity to explore big ideas in the field of social psychology, reflect on your classmates’ thinking, and evaluate how your own learning evolves through these interactions. For this assignment, you will submit an initial blog post and one follow-up post. Respond to the following prompts: Initial Post: After completing this week’s selected readings, describe these two sales techniques: foot in the door and door in the face.

Give real-life examples of each one of these. How might you use both techniques in real life to convince someone to buy or agree to something they might not normally do? Follow-Up Post: In a new post, synthesize what you have learned during this module’s blogging activities.

Has your thinking changed from exchanging ideas with classmates and experiencing their perspectives? How do you feel an understanding of the psychology of persuasive techniques is useful? Do you feel an understanding of the psychology of changing people’s attitudes and behaviors can be dangerous? Explain your reasoning. To complete this assignment, review the Breakout Session Blog Rubric PDF document.

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Initial Post 1

The foot-in-the-door technique is a procedure used to encourage compliance through a smaller request, Freedman and Fraser (1966) found that obtaining compliance through a small request increases the likelihood of an individual complying with a larger request (Freedman and Fraser, 1966, p. 195). This technique often comes with the saying “give them an inch and they’ll take a mile”, meaning give someone even the slightest bit of wiggle room and they’ll take advantage of it to the fullest extent. On the opposite side of the spectrum, we have the door-in-the-foot technique; with this technique, someone would ask for an extremely large favor with the hope that an individual would reject it and comply with a smaller favor (Cialdini et al, 1975, p. 206).

I currently work in a clinic that specializes in ABA therapy and provides ABA, speech, and occupational therapy services, along with mental health assessments. One strategy I use with a few of my clients is skill-based treatment (SBT). Through SBT I teach my clients, with the help of my BCBA, functional communication, toleration, and contextually appropriate behaviors (CABs). When teaching the kids these skills you reward appropriate responses, to do this we place a demand and when shown the proper response may either uphold the demand or relinquish it depending on how far into the training they are.

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I would consider SBT an example of both techniques. For instance, a possible demand to be placed would be to clean up the current activity they are working on to do “work” (something that looks different for every kid). To the client, this may be either an extreme request or a reasonable request depending on the client’s mood.

If this is considered extreme, the demand may be removed once given the appropriate response, which is what we actually want when first starting SBT with a client. If this is considered a reasonable request, the demand is upheld with a stronger demand being placed, this would be when work is introduced.

Reference

• Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31(2), 206–215. https://doi.org/10.1037/h0076284Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4(2), 195–202. https://doi.org/10.1037/h0023552less0 Unread0Unread0 

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Initial Post – 2

Hey, can you write this breakout post for me? C’mon, please? No? Okay…well what about meeting up next week to go over the next milestone, will you do that at least? Yeah?! Awesome. There is a reason why the door in the face technique is a classic, it works! In fact, it can increase the rate of compliance from 15% up to 25% (Chan, and Au, 2011). Statistics for another classic, the foot in the door technique, are the same; showcasing an increase in the rate of compliance from 15% up to 25% (Chan, and Au, 2011).

Except, this technique has the opposite approach of the door in the face technique. The foot in the door technique is a gradual persuasion technique where one begins with a small request then “works their way up” to a larger request (Rodafinos, Vucevic, & Sideridis, 2005). This would be similar to, instead of starting with a large request and scaling it back like the door in the face technique, starting out with a small request and working your way up to a larger request.

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For example, can I email you about next week’s milestone? Yeah? Cool, after the milestone is graded, want to review our feedback together? Awesome. Would you like to Zoom while writing our milestones, in case we have any questions? If I were in the position of trying to convince someone to buy something or agree to something they may not normally do, I would use a combination of both of these techniques. Although there are no studies showcasing the effectiveness of using both techniques within a short period of time, there are also no studies showing the ineffectiveness of combining the techniques.

Therefore, I would first use the door in the face technique. Using gambling as an example, I would excitedly announce to my friend that they can buy a $1,000 ticket to enter into a drawing for the chance to win a 2023 Porsche.  My friend, who only gambles on rare occasions, strongly said no. Then, I would “lowball” my next request by agreeing with my friend that it is a lot of money but what about buying a two dollar scratch off? My friend dismissively agrees.

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The next time we hang out is when I would introduce the foot in the door technique (as the door in the face technique worked in order to get my friend to buy a two dollar scratch off, I will now persuade them to buy a more expensive scratch off). After convincing my friend to buy a ten dollar scratch off, I then persuade them to enter the Powerball; thus effectively implementing both the foot in the door and door in the face techniques. 

Reference

• Chan, A. C., & Au, T. K. (2011). Getting children to do more academic work: Foot-in-the-Door versus Door-in-the-Face. Teaching and Teacher Education, 27(6), 982–985. https://doi-org.ezproxy.snhu.edu/10.1016/j.tate.2011.04.007
• Rodafinos, A., Vucevic, A., & Sideridis, G. D. (2005). The Effectiveness of Compliance Techniques: Foot in the Door Versus Door in the Face. The Journal of Social Psychology, 145(2), 237–239. https://doi-org.ezproxy.snhu.edu/10.3200/SOCP.145.2.237-240less

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Solution

Breakout Session Blog: Sales Psychology

Describe these two sales techniques: foot in the door and door in the face. Give real-life examples of each one of these.
In sales, compliance refers to a social influence where an individual changes behavior to accommodate what another person wants them to do (Cialdini, 2001). A seller attains a potential customer’s compliance through persuasion. According to Freedman and Fraser (1966), the foot in the door technique is an approach based on the idea that once the buyer agrees to a small request, there is an increased chance of agreeing to a second larger request. For instance, the seller may ask customers to review a sample a cup of coffee and then ask them to purchase the coffee brand.

On the other hand, the door in the face technique is used when a seller attempts to ask the buyer for a large request which they are likely to turn down. In this case, the seller achieves compliance by asking for a smaller request, which the buyer is more likely to agree with (Cialdini et al., 1975). For instance, a seller can give an initial product price of $40, and once the buyer declines to buy the product, the seller reduces it to $30, increasing the buyer’s likelihood to purchase the product.
How might you use both techniques in real life to convince someone to buy or agree to something they might not normally do?

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These two approaches play a huge role in enhancing compliance through persuasion. First, I would use the foot-in-the-door technique to persuade customers to purchase products at my store regularly. Specifically, I would sell items at a lower price to increase the chances of the customers buying products regularly, which is a larger request. Second, I would utilize the door-in-the-face approach while negotiating a salary increase. In this case, I would ask for a 30% increase, and once my boss rejects the request, I can lower it to 10%, which is more realistic, increasing the chances of a 10% pay raise.

References

• Cialdini, R. B. (2001). The power of persuasion. Stanford Video.
• Cialdini, R. B., Vincent, J. E., Lewis, S. K., Catalan, J., Wheeler, D., & Darby, B. L. (1975). Reciprocal concessions procedure for inducing compliance: The door-in-the-face technique. Journal of Personality and Social Psychology, 31(2), 206-215. https://doi.org/10.1037/h0076284
• Freedman, J. L., & Fraser, S. C. (1966). Compliance without pressure: The foot-in-the-door technique. Journal of Personality and Social Psychology, 4(2), 195-202. https://doi.org/10.1037/h0023552

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