A few months ago, I had my first vacation sold to me via a travel agent. When we talked about budget techniques in class, I was immediately reminded of the tactic that was used on me. The “shock factor” was definitely used on me. She asked my range, I answered. She followed, “what if I told you that it would cost $X to go to Mexico?” My immediate reaction was to be upset. I knew that number was just too high for me, and I was frustrated. She said she would “see what she could do,” and within 2 hours she emailed no less than 10 options that were at the top of my range. This made me feel like I was getting an excellent deal, and I jumped at the opportunity to snag the trip.
In hindsight, I don’t know that anything short of an absolutely luxurious resort for the rich and famous would cost as much as her initial statement, but I fell right for the trick.
BoweryJE22
Adjusting the customer’s perception is so important especially when it comes to price.
Sticker shock can most certainly be an effective strategy in sales. You have witnessed first hand! Starting off with a high price then dropping it down for the customer is a great way to get the sale. Have fun on vacation!
This is a great example of how selling is all around us. Now that we are aware of the different selling techniques and “tricks” out there, it will be easier to avoid falling into the trap. On the other hand, it’s a great example of how these techniques really do work on people who aren’t aware.
That is definitely how they get you. Now that you are aware of this trick, you hopefully won’t fall for that anymore! I wonder what would have happened if you had just not been surprised when she went to surprise you with that crazy price?!
That is so interesting that you saw that in your vacation phone call and you were so easily able to point that out! Selling really is everywhere, and I guess all these tactics really do work!