Final answer:
The claim that most customers favor the hard sell technique is false, as it can be seen as too aggressive. Instead, techniques like the foot-in-the-door method, which involves first agreeing to a smaller request before being approached with a larger one, are often more effective due to the human desire for consistent behavior.
Step-by-step explanation:
The statement suggesting that most customers respond favorably to the hard sell technique because it shows them your belief in the product is false. While some individuals may respond to a hard sell due to high-pressure sales tactics, many consumers find it off-putting and are more likely to be persuaded by less aggressive and more consultative selling strategies. One such strategy is the foot-in-the-door technique, where a seller starts with a small request or product before marketing more significant purchases.
For instance, if you're considering buying the latest model smartphone, a store owner may first suggest the best data plan. Once you agree to this, it's more likely that you might consent to a subsequent, larger request like a three-year extended warranty. The foot-in-the-door technique relies on the principle that once a customer commits to a smaller purchase or favor, they are more likely to agree to larger requests due to the desire for consistency in their choices.
This technique is also commonly seen in the car industry where customers looking to buy a certain model might end up purchasing enhancements or additional features after initially showing interest in the base model. By using this method, salespeople effectively increase the likelihood of upselling customers on more expensive items or services.