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Sequential Requests

Techniques > General persuasion > Sequential Requests

Description | Example | Discussion | See also

Sequential requests are a class of persuasive methods that depend on requests and persuasive statements being carried out in a specific sequence. A number of these, in particular FITD/DITF, have receive particular academic attention.

• Foot In The Door (FITD): Make small offer then increase.
• Door In The Face (DITF): Cause rejection then make real offer.
• Bait-and-Switch: Great offer that never happens.
• Low-ball: Make it attractive, then make it real.
• That's not all (TNA): Add a string of benefits.
• Disrupt-Then-Reframe (DTR): Break the pattern then rebuild differently.
• Fear-Then-Relief (FTR): Scare them then rescue them.
• Selling the Top Of The Line (TOTL): First promote an expensive product. Then show them a cheaper product.
• Dump and Chase (DAC): Provoke objections then negotiate on them.

Also consider:

• But You Are Free: Ensure they have a free choice.
• CHaR: Confusion, Humor and Request.
• Hook and Sinker: Easy agreement then commitment requirement.
• Heart, Head, Hands: Emotion first, then rationale and action.

See also

Incremental Persuasion, Exchange principle, Contrast principle, Sales

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