So here we are, Black Friday is LIVE!
But since I don’t live in the US, I only recently discovered that Black Friday is always the day following Thanksgiving Day which is celebrated on the fourth Thursday of November.
For those who also don’t know what they are, Black Friday typically signals the beginning of the holiday shopping season. And because it’s such a massive shopping event, they got Cyber Monday next week to boost some sales.
Very interesting and I’ve got to admit that I am tempted to buy quite a lot of discounted health supplements because of that 🙂
Anyways, people are funny. The way they respond to you often depends on how you first interacted with them.
I was reading this sales book called <Triggers> by Joseph Sugarman.
He discovered that when he tried to order “A dish of chocolate ice cream with whipped cream.” The waitress always tried to correct him that what he wanted was called “chocolate sundae without syrup”, which were 35 cents back then.
Joe was frustrated because that’s an extra 10 cents (40% more) than plain ice cream.
Then after many similar occasions, he decided to rephrase how he ordered the same thing with these few keys:
#1 He would first say, “I’ll have a dish of chocolate ice cream.” He didn’t ask for whipped cream.
#2 As the waitress was walking away, he said “Oh hey Miss, could you put whipped cream on that ice cream?”
That’s it. When the check arrived, he was charged 25 cents for the ice cream and whipped cream, which was exactly the same thing as the so-called “chocolate sundae without syrup”.
So the question is WHY did this happen?
How come the way you order things determine the price of the dish, even though they are exactly the same thing? What in human nature would allow the same product ordered in a different way determine the price?
Well, the answer is because of a psychological trigger called consistency.
It’s because the waitress COMMITTED to accept Joe’s original order of just the ice cream, but later allowed the addition of the whipped cream BECAUSE she had already accept and committed to his initial request.
This is also known as the “Commitment and Consistency” principle from psychology researcher Dr. Robert Cialdini.
Key point = Once a commitment is made, the tendency is to act consistently with that commitment.
If you are in business, marketing or sales-related profession, you should always make the FIRST sale simple. Once the prospect makes the commitment to purchase from you, you can easily offer more to increase your sales.
Just handed you one of the most powerful influence tactic to start applying in your everyday life, you can thank me later 😉
Go observe how the WORLD is gonna influence you today in this beautiful Black Friday weekend.
Asia’s Honest Productivity Coach For Men
Founder of Prolific Man Academy
P.S. I highly recommend you reading this <Triggers> book, but ONLY IF you want to dramatically increase your ability to sell by learning how to control the mind of your prospect using 30 powerful psychological triggers to motivate, influence and persuade.
#1 Discover the one secret very few sales professionals know, yet it doubled response to a simple offer.
#2 Discover how to make your prospects feel so guilty that they can’t help but buy from you.
#3 Discover how to take an impossible situation and turn it around to your advantage through a simple sales technique.
Pretty fvcking dope.