Psychology of Selling

[Sideroxylon]

I am not having much luck with my Google “efforts” and wonder if people here could help me with details of psychological experiments that might be of interest to sales people.

I know for example there are some classic experiments that show how a feeling of indebtedness even from small "gifts" can increase the chances of positive responses from people who were asked to give time or commitments.

Thanks in advance.

 

[Eddie Dane]

Start with this.

 

[Sideroxylon]

Start with this.

I'd forgotten about that classic but that's exactly what I need – thanks.

If anyone knows any specific experiments that I can read about online I would be grateful.


ETA: Actually that Amazon page gives me some great keywords so I should be right:
"He introduces you to six principles of ethical persuasion: reciprocity, scarcity, liking, authority, social proof, and commitment/consistency."

 

[Ivor the Engineer]

Wiki has some articles on common techniques:

http://en.wikipedia.org/wiki/Low-ball

http://en.wikipedia.org/wiki/Door-in-the-face_technique

http://en.wikipedia.org/wiki/Foot-in-the-door_technique

 

[a3sigma]

Here's one of my favorites:

http://clearinghouse.missouriwestern.edu/manuscripts/41.php

Not, strictly speaking, salesmanship. But related by the importance of forming a positive impression.