Final answer:
The customer is exhibiting a consciousness style, characterized by formality and a focus on information. The foot-in-the-door technique involves securing agreement to a small request before making a larger one, a method often used in sales, such as selling add-ons in car sales or tech products.
Step-by-step explanation:
The customer in this scenario is exhibiting a consciousness style or what is sometimes called an interview-like style. This behavioral style is characterized by formality, focus on detailed information, and a reluctance to share personal information readily. This approach is consistent with customers who prioritize factual data and specifics over personal rapport when inquiring about a product or service.
In terms of the foot-in-the-door technique, a store owner would use this method by first getting the customer to agree to a small request, like purchasing a data plan, before suggesting a larger and more expensive commitment, such as a three-year extended warranty. This psychological strategy relies on the principle that agreeing to a small request increases the likelihood of agreeing to a subsequent, larger request.
The method is commonly seen in various selling environments, including car sales and technology purchases, where salespeople incrementally up-sell additional features or services after the initial sale agreement.