Door in the Face Sales Strategyposted by Anna Mar, February 10, 2013
Why would a door-to-door sales person want a customer to slam a door in their face?
Door-in-the-face sales is modern sales technique that stems from the days of the traveling salesman. A salesman would knock on a door and make an outrageously expensive offer (e.g. $1000). Customers would sometimes literally slam the door in the saleman's face.
The salesman would knock again. He would dramatically lower his price (e.g. $10). Customers often jumped at the offer. It gives customers a feeling of victory in negotiations to get a dramatically lower price.
Door-in-the-face is still a common way to begin sales and negotiations. By starting with a outrageous offer, you help the other side to write their victory speech.
This article is a installment in the ongoing series of posts called how to win at sales.
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