Sequential requests

Techniques > General persuasion > Sequential requests

Description | Example | Discussion | See also

Sequential requests are a class of persuasive methods that depend on requests and persuasive statements being carried out in a specific sequence. A number of these, in particular FITD/DITF, have receive particular academic attention.

Foot In The Door (FITD): Make small offer then increase.
Door In The Face (DITF): Cause rejection then make real offer.
Bait-and-switch: Great offer that never happens.
Low-ball: Make it attractive, then make it real.
That's not all (TNA): Add a string of benefits.
Disrupt-then-reframe (DTR): Break the pattern then rebuild differently.
Fear-then-relief (FTR): Scare them then rescue them.
Selling the top of the line (TOTL): First promote an expensive product. Then show them a cheaper product.
Dump and Chase (DAC): Provoke objections then negotiate on them.

Also consider:

Hook and Sinker: Easy agreement then commitment requirement.