Breakout Session Blog-Sales Psychology
Foot-in-the-door (FITD) is a sales technique that salespeople use to persuade a potential buyer to agree to a specific request by accepting a smaller part of it. It is believed that when they accept a small part of it, they will likely end up accepting the whole request (Guéguen et al., 2016). In most cases, the foot-in-the-door technique is used when the person is aware that the second request will likely decline. A real-life example I can use is if I were a salesperson for a motorcycle company, knowing very well that our company is known for high costs in servicing motorcycles, I could begin by convincing the customer to buy a motorcycle from our company at a discount. I believe that once this buyer buys the motorcycle, they will return to get a spare part or something needed in that motorcycle. I hope that when they return, they can be convinced to give our company the opportunity to also service their motorcycle regardless of the high costs we charge. The door-in-the-face technique happens when one persuades a customer directly without using another action to get through to them. This happens when the salesperson does not care if their request is declined. For instance, when selling the motorcycle, the salesperson can go ahead and directly tell the customer to buy the motorcycle and return for paid services so that the company can benefit twice from the customer.
Follow up Post
It is interesting to learn the power of persuasion and the different approaches people can use to persuade another. Some of the ideas that I have gathered from my classmates are very interesting. For instance, others have argued that the best way to persuade and convince a person is through using real examples, like things that have happened to them. For instance, when selling some medicine, it would be more convincing if one told the buyer their story of how they used the medication and the excellent experience after using it. This way, one is persuaded because one can see the testimony from someone else (Robert & Steve, 2006). When starting this class, I thought that persuasion was a difficult thing. However, the more I learn about the psychology of persuasion, the easier I find it. I find this approach useful. The psychology of changing people’s attitudes and behaviors may be dangerous depending on the intention. If one is changing people’s attitudes for negative reasons, then it is dangerous. However, changing people for the better is not dangerous at all.
References
Guéguen, N., Martin, A., Silone, F., & David, M. (2016). Foot-in-the-door technique and reduction of driver’s aggressiveness: A field study. Transportation Research Part F: Traffic Psychology and Behaviour, 36, 1-5. https://doi.org/10.1016/j.trf.2015.10.006
Robert, C. & Steve, M., (2006). The Power of Persuasion. Training Journal. Pg. 40
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Question 
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:
Breakout Session Blog-Sales Psychology
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?
****IMPORTANT: please answer these questions first in one paragraph. 8 sentences for both***
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**Then answer the second part of the prompt in paragraph two below****
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.
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****more important info***
Times New Roman 12
APA 7th edition.
This is due Thursday 2/23/2023
The first prompt needs to be answered in the first paragraph and the second part in the second paragraph.
*** DO NOT COMBINE the two because they will be posted at separate times***
** super important *****Please use the article below and find one peer-reviewed article from Shapiro Library.***
https://ezproxy.snhu.edu/login?qurl=https%3A%2F%2Fwww.proquest.com%2Ftrade-journals%2Fpower-persuasion%2Fdocview%2F202944460%2Fse-2%3Faccountid%3D378