Most People Would Prefer to Take Some Action That Would

question 199

Multiple Choice

Most people would prefer to take some action that would save 200 lives than an action that has a one-third chance of saving 600 lives. Which of the following procedures is most likely to get them to change their minds?

• A) Reframe the question so it asks about avoiding a loss of lives instead of making it possible to save lives.
• B) Tell people to think over their decision for a day or two and talk about it with their friends.
• C) Describe the two actions in more detail so the people understand how the procedures work.
• D) Change the order of the question so that the people hear first about the possibility of a one-third chance of saving 600 lives.

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Definitions:

Negotiation Close

A sales technique where the salesperson seeks to conclude a deal by negotiating terms that are acceptable to both the buyer and seller.

Direct Close

A sales technique where the salesperson directly asks the prospect to make a purchase decision.

Closing Sales

The last stage in the selling procedure where the seller obtains the customer's consent to go ahead with the buying transaction.

Payment Schedules

Predetermined plans or timetables for the payment of a debt or invoice, outlining the amount and timing of installments.