Discuss Techniques based on commitment and consistency and provide practical examples :
1. Le belling technique
The Le Belling technique is a commitment and consistency technique where a salesperson or marketer creates a sense of obligation by getting the customer to commit to a small request or action, making them more likely to follow through with a larger request or purchase.
Practical example:
A salesperson at a car dealership might ask a potential customer to test drive a specific model of car, building commitment and consistency. After the test drive, the salesperson could then ask the customer to fill out a credit application or discuss financing options, as the customer has already committed to taking the first step towards purchasing a car. This increases the likelihood that the customer will ultimately make a purchase.