Low Ball Technique Explained | Ways to Counter This Trap
It is quite interesting to study and understand Low Ball Technique Explained here as it is one of the oldest tricks to fool customers. This technique has created a way to get more and more profit from the consumer since ages. Because, this technique is done right before the transaction is complete, the buyer doesn’t like to back out. A lot of clients do not expect that they’re being cheated with this method. So lets fall out of this trap of psychological selling with this article delight.
What is Low Ball Technique ?
Low-balling is a technique designed to gain compliance by making a very attractive initial offer to induce a person to accept the offer and then making the terms less favorable. Studies have shown that this approach is more successful than when the less favorable request is made directly. Given its basic nature, this technique is often referred to as a manipulative technique and the name suggests exactly that.
How Does Low Ball Technique work ?
If you’re having difficulty understanding the technique , try to consider the following steps .
- Make sure to make an attractive initial price and pitch for the product. You must be confident the buyer will go for this price.
- Get a commitment from the customer, verbally AND publicly in some way, such as a down payment or a contract.
- Change the agreement (always within the confines of the law) and then point out the benefits of the deal, the necessity of the price increase (as in, it’s mostly out of your hands, or that you don’t make much money from the deal anyway) Downplay the additional costs as something small the customer can afford with ease.
- Eliminate pressure or negative feelings. Always let them know it’s their decision entirely.
Examples of Low Ball Technique :
Original Pitch – This car is a one-of-a-kind piece that has been priced at a very low 10 Lacs.
Final Pitch – The manager says that there has been a lot of bidding on the car and the latest offer on it is 11 lac. Do you still want it?
Original Pitch – With this store card, you will get a 30% discount on all the purchases made in the next 6 months.
Final Pitch – You will have to pay a sum of INR 2000 to become a permanent member and then you’ll be granted this card without any extra payment.
Original Pitch – How would you like to play with my pet dog for the whole day while I’m away?
Final Pitch – Before you play with him, you will have to feed him every 2 hrs. his food and get him to take his medicine.
Psychology behind Low Ball Technique
This success of this technique works on the principle of commitment (Kiesler, 1971 https://psycnet.apa.org/record/1966-04724-001). Commitment has been given because the person says “yes” or agrees to an initial request. When the request changes or becomes unreasonable, the person will find it difficult to say “no” because of having originally committed themselves.
Low Ball Technique Explained
The psychology behind the low ball quote is that of cognitive dissonance. If a person already wants to buy the product and shows interest in it, and is already anticipating the future benefits, he would not be motivated to back out of the deal-even if he wasn’t thrilled about the price. This is the principle of cognitive dissonance at work, which refers to the mental comfort of a person who struggles to understand two opposing and disharmonious elements. Mental stress results from these two opposite beliefs and so reducing that stress is a natural motivator. Therefore, in sales, giving the customer a reason to avoid that cognitive dissonance would prompt him to commit to a sale. This is an especially effective technique if the seller downplays the extra costs and highlights the benefits of the product.
Ways to counter low ball technique
Reject the offer and request a better one
One method you could use is to outright reject the offer made at last moment. Simply be firm and tell them that either you get your original offer or you walk.
Ask for a lower price
If the seller conveys about altering the original offer , you can always ask for a lower price. If you’re not willing to lose your product or service at all then you could request a lower price.
Call out the tactic
Most sellers that make use of tactics like this are trying to catch inexperienced buyers off guard. They want to trick you into buying something much higher than you previously thought. Because of the way that the technique works calling out the technique will help you to show that you’re not as inexperienced as the seller hoped you were. Simply stay firm and ask for a better price.
Final Takeaway
The low-ball technique is a very effective persuasion and sales technique made use of in psychology and marketing. Understanding how it works and psychology behind it helps to counter it faster. Even though this sales technique involves direct manipulation, it still works because of the psychology of the commitment nature of human mind. So to combat this technique you’ll need to be firm in your response only to the “original” proposal. Call out the tactic as soon as you observe the manipulation.
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