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When Jonathan Freedman and Scott Fraser (1966)approached homeowners and asked them to place a large "Drive Carefully" sign in their yards,only 17% agreed.In contrast,nearly 60% of those homeowners who had previously signed a petition in favour of safe driving agreed to put the large "Drive Carefully" sign in their yards.What successful influence technique did Freedman and Fraser use and why did it work?
Prospect's Response
The reactions or replies given by a potential customer during a sales interaction, which can range from interest to objection.
SPIN Approach
A sales technique based on four types of questions—Situation, Problem, Implication, Need-payoff—aimed at guiding a potential customer through the decision-making process.
Need-Satisfaction
The process of meeting or fulfilling a requirement or desire of a customer through products or services.
Situation Question
A question that seeks to uncover specific circumstances or context about a problem or scenario.
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