ever, it can seem like a negotiation. Burger (1986) found that this technique works partly because the customer sees the salesperson as entering into a type of negotiation by offering an additional product. With each increment, the customer feels an increasing obligation to purchase the product in return of the salesperson’s concessions.

Examples: Ladies and gentlemen, I’m not only going to reduce this by 10%, not even by 20% and not even by 40%. Today ladies and gentlemen, the price is reduced for you by a whopping 50%.

I’m not going to give you this cookie cutter. No. that’s not all I’m going to give you. For the same price, I’m going to throw in a fine steel spatula. A bargain I hear you say? But I’m going to make it even better, with this splendid temperature probe, absolutely free. Who wants this wonderful offer now?!

Lowball tactic

Low-balling refers to persuasion and selling technique in which an item or service is offered at a lower price than is actually intended to be charged, after which the price is raised to what is actually wanted.

Cognitive dissonance

When a person is already enjoying the benefits of the product and the prospect of an excellent deal then backing out would be a problem called cognitive dissonance this is then prevented by not emphasising the negative effect of the extra costs.

How this technique works is that you make the person agree to accept by making it quick and easy etc.

Maximise what they will be paying, by getting their commitment to this. Make it clear that the agreement is out of their own free will. Then change the agreement to what you really want. The person m