Mastering Compliance: Tactics and Psychology in Sales

This chapter examines the 'rejection-then-retreat' technique and its effectiveness in persuading customers to agree to smaller requests after initial, larger ones. It also delves into the psychology behind compliance tactics, including the reciprocity rule and the concept of automatic consistency, showcasing how these strategies can manipulate decision-making processes. Through various examples and personal experiences, the chapter highlights the importance of recognizing genuine vs. manipulative offers in order to foster healthier exchanges.