Every person at least once in his life got into a situation when, under the influence of a street vendor, a gypsy woman, a manager or any other person selling some goods or services, he agreed to a purchase or a deal, and then sincerely wondered why he did it. After all, the purchased item or service is not needed at all. The thing is that more and more merchants use the psychology of influence in their work. And you can protect yourself from their impact if you know the laws by which they work.
Instructions
Step 1
Protect yourself from the principle of contrasts. What is this principle? Imagine if you take two buckets of water - one hot, the other cold, and then alternately lower your hand first into hot water and then into cold water, then after hot water the cold one will seem colder than it really is. The principle of contrasts is often used in the clothing trade. If a customer buys an expensive suit for 10,000 rubles, it is easy to persuade him to buy a belt that costs only 1,000 rubles - after all, 10 times less than the cost of a suit. This principle is also widely used by realtors, when the client is first shown 2-3 "bad" real estate objects with a clearly overpriced, and then offered to look at good options at reasonable prices. Let us apply this principle when selling cars, when various, often unnecessary additional services are offered for a high price of a car for little money.
Step 2
Protect yourself from the reciprocal exchange rule. In life, this rule is well known to everyone. If a person has done some kind of service, you need to yield in return. If a married couple has invited someone to a party, they in turn will invite them to their party. The mutual exchange rules apply in trade as well. The same free testing practice is based on the reciprocal exchange rule. Consultants provide a small service - they offer a sample for free, and in the end the buyer feels obliged to buy something. The reciprocal exchange rules also apply when collecting donations. A simple request for a donation will not have the same effect as when it is accompanied by the provision of some minor service, a performance, a small memento from a fundraiser, etc.
