Final answer:
The next challenge after making a connection with a customer in your store is to understand their needs and guide them to relevant products. The foot-in-the-door technique can be used by store owners to sell expensive products by starting with smaller requests.
Step-by-step explanation:
The next challenge after making a connection with a customer in your store is to understand their needs and guide them to relevant products.
By using the foot-in-the-door technique, a store owner can persuade a customer to buy an expensive product. The salesperson starts by suggesting a smaller purchase, such as a data plan for a smartphone, and once the customer agrees to that, they suggest a bigger purchase like an extended warranty. After agreeing to the smaller request, customers are more likely to agree to the larger request.
This technique takes advantage of the psychological principle of consistency, where people tend to act in ways that align with their previous commitments. By getting the customer to say yes to smaller requests, they are more likely to agree to a larger request because it maintains consistency with their previous decision.