This is the next basic sales technique that’s a bit brash, takes true guts, and ends up with a result that works about 50% of the time…

Think of what having your “Face in the door” would be like. Basically, the sales technique is just that. You start off your sale with a pretty unrealistic or super expensive request. This might be to get their attention or to even gauge the patience/interest of your prospective client. Then you work down to something less ridiculous, then finally something that the client would want (which was your goal in the very beginning). In comparison, the client would find your final offered item/service much more reasonable than the first and psychologically, might rope themselves into buying into what you have to offer. It’s kind of like jumping head first into a cold swimming pool rather than inching your way in.

Ok, an example….. I approach you with these Puma Air Sneakers that are made of real reptile skin and laced with gold and pearl dust. I tell you how cool they are and let’s say you’re really starting to get excited. Then I drop the bomb and tell you that they’re $500. Your jaw drops and right before you walk away, I tell you that those were the limited edition ones that only the celebrities buy anyway… instead, there are these other shoes called Puma Sky Sneakers that look and feel the same, but without all that extra junk you really didn’t need in the first place. You get excited again, then I tell you they are $300. You’re startled but I can tell the price isn’t in your comfort zone. I finally tell you that those shoes were all hype and that the REAL deal is the Puma Air Blast Sneakers that have the same material, even better traction and support, and is only $90. You buy them instantly.

Ok, normally it wouldn’t be that smooth, but you get the idea. Start waaaaayyyyy up top, then work your way down to the item/service price you really want to sell at. But the key? You HAVE to get them interested and hyped about the expensive thing. If not, it’ll fail because they weren’t interested enough to begin with. Although the first item is expensive, they liked it… the second price is bearable, but it should be something that they’re even more interested in (add more details about features or have it set up to where you release more information about the second item than you did the first). Then on the last item, you give them all features and guide them to compare that this product/service is not only cheaper buy way better than your first presentation. You can even slightly bash the first thing you mentioned in order to bring up your final sale.

Face in the door techniques are used more commonly on infomercials, by network marketing salespeople, and most of all by little kids.

Kind of a sidebar … infomercials usually slam their own face in the door like this: “I have this product that’s so awesome and it’s worth $500! Do you think I’m going to sell it to you for $500? No, because I’m going to give you a deal that includes this and that and some more of this for only $300! But no, I’m not going to REALLY sell it for $300. To show my appreciation, I’m not going to even sell it to you for $100! Instead, if you hurry and buy now, I will give you all of this and that and some of this and ALSO two more of this and that….. for, nope not $80, not $50, but for only 4 installments of $9.99!!!!! WOHOOO!!!”