Exclusivity Close

Technique

Explain how not everybody is allowed to buy this item and that some form of 'qualification' is needed.

If they do not meet the criteria, you can quietly 'let them' buy as a special favor.

Examples

This discount is for local residents only. Do you live in the town? ... Yes, of course I can see you have shopping bags from Rio's Store.

This is a membership special, sir. You get 20% off if you're member of our club -- it's very cheap to join.

To start this high-powered course you have to have completed the introduction training. Shall I sign you up for that first?

There is normally a 5% discount for regular customers. Don't tell the boss but I'll give it to you if you can pay cash (he won't find out then).

How it works

When we are told we cannot have something, our sense of control is offended, so we are motivated to take control.

When we find we qualify for something, then our sense of identity is boosted as we gain a sense of belonging to a 'special group' (and which makes our satisfaction with the purchase higher).

Quick links

Exclusivity Close

Technique

Examples

How it works

See also

Site Menu

You can buy books here

Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And

Site Menu

Quick links

Disciplines

Techniques

Principles

Explanations

Theories

And