+7 (495) 215-16-73
sg@semingroup.ru Контакты
Главная   Статьи   Эвристики для переговорщиков, продавцов и отдела маркетинга (часть 1)

Эвристики для переговорщиков, продавцов и отдела маркетинга (часть 1)

Эвристика “потому что”.

  • люди более склонны соглашаться с просьбой, если объяснена причина.

Эвристика цены-качества:

  • положительная корреляция между ценой и качеством;
  • зачастую отношение цена-качество является переоцененным;

Техника “нога в двери”.

После соглашения с изначальной маленькой просьбой, люди более склонны согласиться с существенно большей просьбой.

Теория само восприятия.

Дай мне 5 рублей.

Спасибо, дай мне еще 5 рублей.

Базовая страховка, затем продажа продвинутой страховки для всей семьи.

Техника броска мяча ниже пояса.

После соглашения на сделку с изначальными условиями, люди более склонны придерживаться сделки, даже в случае, если условия изменятся.

Более мощная техника, чем предыдущая.

Теория приверженности к курсу действий.

Продавец поднимает цену в последний момент.

Если человек долго выбирал машину и согласился заплатить $25000, тогда он согласится заплатить за нее и $30000.

Принцип обмена.

Техника “дверь в лицо”.

После того как чрезмерно большая и неуместная  просьба отвергается, заметно увеличивается вероятность соглашения со второй, более разумной просьбой.

Дайте мне 1 доллар – нет.

Дайте мне 25 центов – да.

Техника “это еще не все”.

  • повышая привлекательность сделки, также повышается вероятность ее заключения;
  • бесплатные бонусы при покупке продукта.

Техника множественных понижающихся запросов.

  • более двух запросов в понижающемся порядке увеличивают степень поличество удовлетворенных запросов.

Техника “даже копейка”.

  • чрезвычайно маленькие запросы увеличивают степень приверженности;
  • показательная рациональность заставляет людей отвечать рационально.

Принципы редкости:

  • если ценный предмет является редким, его воспринимаемая ценность еще больше повышается;
  • редкость является индикатором уникальности и индивидуальности товара;
  • ограниченное производство;
  • ограниченная дистрибуция;
  • реклама, ставящая акцент на редкости товара.

Продолжение статьи...

Комментарии к статье

wty123 26.05.2017

thing: nfl giants the decision barbour women jackets is burberry outlet online only cheap jerseys the pandora beginning designer handbags of a soccer outlet online thing. san antonio spurs When nike.dk a kate spade person michael kors black friday makes coach outlet online a roshe run decision, in roshes fact, puma he new balance will nike air max go ray ban wayfarer down timberland outlet in bottega veneta the nfl panthers body pandora jewellery into air jordan a ray ban outlet huge air max 2015 flood, the louboutins flood instyler ionic styler will washington wizards take nike online him to a rayban sunglasses decision ray ban outlet at free running the salvatore ferragamo time dre beats he rayban never imagined chrome hearts jewelry a michael kors bags place celine handbags "When dallas mavericks jersey I wholesale handbags decided ecco women shoes to go tory burch shoes looking for ed hardy clothing I treasure, polo ralph lauren outlet online never air max shoes imagined would toms outlet be calvin klein working zapatillas nike in coach factory outlet online a oakley sunglasses cheap crystal clothing websites shop. cheap nike shoes "the bcbg max azria boy ray ban sunglasses thought tory burch sale for coach bags confirm supra footwear his northface inference. ralph lauren online Similarly, michael kors purses you shoes on sale can nike air max join air max 2014 the barbour women jackets caravan nike air is barbour mens jackets a decision longchamp black friday I rayban have cheap jerseys made, but baseball jerseys I true religion jeans women will coach black friday bring hogan shoes outlet to replica rolex the true religion jeans outlet caravan nike outlet store where mcm outlet will cheap oakley sunglasses always adidas.se be watches a longchamp outlet mystery russell westbrook jersey in longchamp front puma outlet store of timberland shoes him, mcm backpack outlet there utah jazz are polo ralph lauren also marc jacobs outlet Europeans salvatore ferragamo read nfl saints a book. tommy hilfiger This polo ralph person nike tn requin indifference, bos jersey when nba jerseys he asics came nfl cowboys in north face jackets he nfl vikings looked at the north face him scornfully. nfl steelers They nfl falcons could nike roshe have become good indiana pacers friendsthat designer handbags the ray ban Europeans hollister co can ralph lauren outlet online terminate jerseys from china the giuseppe zanotti conversation hermes bags the lunette ray ban pas cher boy barbour outlet closed jordans for sale the swarovski australia book, tommy hilfiger he polo outlet online did nfl eagles not p90x workout schedule want cheap jerseys to pandora do michael kors bags anything burberry handbags that hollister people think air max 95 he mcm handbags and cheap oakley Europeans jimmy choo similar iphone 4s cases things. nfl dolphins He burberry handbags took burberry outlet online out michael kors his timberland boots pocket ralph lauren polo the beats audio Urim jordan shoes and Thummim, true religion began nike outlet playing nfl bills up the nfl redskins Englishman nfl buccaneers exclaimed Urim nfl colts and burberry sale Thummim! cheap true religion "The minnesota timberwolves boy ralph lauren uk immediately nike air max 2015 put womens hoodies two cheap true religion stones oakley close omega watches pocket" giuseppe shoes Busy go lunette oakley pas cher for reebok a toms shoes outlet ride louboutin shoes high orlando magic mountains ray ban sunglasses wide, nike mercurial vapor Dankan ralph lauren factory store season north face outlet Lvfeihongshou, louboutin outlet in oakley sunglasses silence, occhiali oakley calmly toronto raptors strong.If nba jerseys the coach outlet next cheap glasses life, scarpe hogan I air max will still cheap ray ban be houston rockets strong.In polo ralph lauren a free run number fake rolex of kanye west shoes the burberry handbags evening, portland trail blazers I adidas shoes like pandora to nike air max 2014 stand adidas shoes outlet on the nfl packers horizon, north face backpacks watching michael kors the oakley sunglasses outlet evening nike free shoes shadows knicks jerseys lengthened, mcm bags the nop jerseys town vans shoes watching nfl 49ers the burberry bags outlet sunset hermes outlet dyed michael kors bags warm. bottega But, kate spade outlet online when replica watches the versace shoes outlet night swarovski crystal wind, nfl seahawks I can burberry not nike free 5.0 help armani clothing but air jordan shoes think hugo boss outlet of nfl bengals some longchamp handbags outdated michael kors handbags story coach outlet sale At ray-ban sunglasses that iphone 5 cases time, michael kors outlet online sale silent cheap oakley sunglasses mountains wedding dresses uk and sac jerseys rivers, pandora bracelets simple and nike roshe minimalist. michael kors purses The ray ban sunglasses outlet afternoon huaraches sun, nfl lions light kate spade outlet is thomas sabo often prada handbags butterflies toms.com yard dog hollister clothing store catching, ray ban black friday childhood ray ban sbocco under cheap michael kors the toms outlet low toms shoes wall burberry uk a true religion outlet girl lacoste polos smiled and talked.Then, cheap oakley sunglasses the burberry outlet morning ray ban sunglasses birds singing, nfl jaguars years air jordan retro of hogan quiet fendi outlet online good. nike air max Evening louboutin afterglow, milwaukee bucks running coach outlet online active ray ban zonnebril figure new balance shoes in christian louboutin the playground, nike huarache under coach handbags outlet the hurdle michael kors australia youth, a new balance store boy marc jacobs handbags shot mia jersey look brilliant.dew pure oakley outlet online campus philipp plein clothes secretly converse chucks butterfly bcbg dresses perched cheap eyeglasses on the nike.se edge relojes especiales of nfl rams the michael kors playground katespade outlet swing, nfl browns Zither thomas sabo uk Love, babyliss gentle new balance boy, prada sunglasses Sentimental celine black friday and nfl titans thin vibram shoes letterhead, air max east of louboutin the philadelphia 76ers jersey summer, a period longchamp called nfl texans the jerseys from china fireworks of michael kors outlet the long champ past. soccer shoes Music Festival coach factory outlet online fireworks ralph lauren illuminate hermes birkin how hollister kids many michael kors outlet online sale people nike outlet are cheap michael kors lonely. polo ralph lauren outlet Deafening ferragamo shoes the whole universe, adidas sneakers a nike max gentle abercrombie fit. nfl ravens If ralph lauren shirts you can north face again, oakley black friday will air max 90 keep burberry beside nfl broncos each replica watches other, ralph lauren outlet not to ralph lauren run prada outlet away?Sitting ray bans under michael kors outlet online the valentino shoes outlet lights, prada gently polo ralph lauren pull oakley prescription the nike.de bookcase, memphis grizzlies pulls those nfl jerseys reluctant nike air force to adidas.de discard letterhead, suns jerseys suddenly toms outlet wanted roche run to cheap jerseys get back tommy hilfiger outlet stores that old air jordans feeling. nike mercurial However, north face pas cher when coach purses reading the mood nets jersey crest, vans schuhe read shop coach factory the coach factory outlet online hearts swarovski of levis outlet store sour, charlotte hornets jersey read michael kors misty eyes, gsw jerseys I nfl patriots suddenly nfl chiefs sad nfl azcardinals to replica watches find chi hair that rolex I can oakley not burberry online shop return hilfiger outlet to mont blanc pens yesterday, oakley sunglasses outlet can woolrich outlet online not kevin durant shoeskobe bryant shoes be converse shoes restored to plein outlet a cleveland cavaliers jerseys happy michael kors outlet expired, nike store that ralph lauren black friday yellowing burberry handbags letterhead replica handbags also tommy hilfiger online shop yellowing nfl raiders of nike air force the oakley year michaelkors.com color michael kors outlet online story. michael kors outlet online Originally, swarovski the brilliant juicy couture clothings but red bottoms exhausting longchamp outlet snow michael kors was adidas a pistons jersey youth www.tommyhilfiger.nl make the north face outlet Xie gafas oakley desolate, toms shoes none softball bats of us nike outlet can denver nuggets escape dsquared2 jeans the ralph lauren outlet ruling juicy couture time, mbt shoes outlet we nike huaraches are roshe run not christian louboutin shoes too timberland homme complicated, nike free run but ray ban sunglasses Feng mcm bags Yan michael kors bags too pandora rings harsh.Aperture refers jordan release dates to the nfl jets time dsquared2 shoes lost, michael kors bags butterfly hilfiger playground swing ralph lauren uk on uhren flying. converse Kenichi the north face pool polo ralph lauren outlet Su barbour mens jackets ink, chicago bulls next coach outlet year supra shoes you hollister online shop deutschland want to swarovski draw flat iron the mizuno running shoes sunny cheap oakley smile, new balance cut ua stephen curry some prada outlet time, burberry outlet online then toms outlet you nba jerseys want tory burch shoes to nfl chargers carve converse outlet out michael kors handbags the cheap basketball shoes promise, oakley sunglasses but, montre pas cher long michael kors bags years, jimmy choo shoes is coach factory online more nike air than adidas superstar the ferragamo pale coach factory outlet online mountains hollister and rivers, beats by dre there nike.com are jerseys from china those givenchy bags outlet who michael kors handbags say coach black friday that los angeles clippers good forever. ralph lauren tracksuits Now, nike free shoes when swarovski jewelry the nike air max wind asics gel blows, still yearning ralph lauren for beats by dre worship, coach outlet the nfl bears flowers, the north face when rolex replica sadness still in salomon schuhe the vans outlet churn, when michael kors v?skor the rain, coach outlet the memories oakley outlet are tory burch sandals still kobe bryant jersey in ray ban trouble, adidas neo go baseball bats

longchamp taschen
ByronArorb 29.05.2017
buccopulpal inferior hemorrhoidal nerves dorsal septal nucleus Fleming Cbl Enterobacter cloacae eosinophilia paxil coupon axial surfaces ligamenta carpometacarpalia (dorsalia/palmaria) keratoma autoecholalia authority figure amelodentinal analgesic
Kelduaste 21.06.2017
Go Secure Tab Brand Viagra Cialis Online Cs Levitra 20mg 4 Stuck Preisvergleich Avec Clomid Courbe De Temperature Order Kamagra Cialis Markenpillen
Kelduaste 24.06.2017
Cheapest Levitra Cost Of Viagra Cialis Non Prescription Needed Usa Ventolin By Mail Buy Cheap Levitra Cialis Rezeptfrei 2010 Isotretinoin Cod Accepted Website Vardenafil Levitra Zithromax Strep Throat Levitra 40 Mg Best Price viagra online pharmacy Finasterida Generico Comprar Propecia Partir Proscar Propecia How Much Is Kamagra Acyclovir Lidocaine Levitra Soft Tabs Isotretinoin 20mg For Sale Buy Viagra Paypal Accepted Order Generic Cialis Comprar Generico Cialis Thyroxin Online Buy Cheap Dapoxetine Online Acheter Cialis Prix Levitra Fertilita Viagra Cheap Propecia Insurance Coverage Buy Prevacid 30 Mg Online Cheapest Propecia Prices Lamotrigine Cialis Precio Oficial En Farmacia Levitra Generic Online Finasteride Side Effects Acquisto Cialis Internet Atomoxetine Strattera Amoxil And Yeast Infestion Online Tadacip Buy Real Viagra Online Cialis 20mg 8 St Cialis Interacciones Tadalafil Levitra Compresse Terramycin For Chicks. viagra online pharmacy Kamagra On Line Propecia Treatment Hair Loss cialis Skin Rash Cephalexin Elocon Drugs Viagra Online Is There Penicillen In Keflex
Оставить комментарий
Вернуться к списку статей