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Steven is a telemarketing executive in a company selling household appliances. He receives a call from a customer inquiring about a product. The customer talks in a formal and detail-oriented manner, does not readily share personal details, and is focused on getting the desired information. Which behavioral style is the customer exhibiting?

User Primroot
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1 Answer

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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.

User Vaisakh Rajagopal
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