Cialdini’s description of salesman using cheap gifts to activate an individual’s belief in The Reciprocity Rule made me realize I have been approaching situations like this incorrectly my whole life. The act of turning down a salesman’s pitch and accepting a free gift may seem like a win but there could be a negative effect to this decision and that is knowing you are in debt to this individual.
However, you can keep the gift and eliminate this indebtedness feeling.
A slight adjustment to your outlook of the situation may reverse a deep cultural behavior tied to reciprocity. Simply remember, “favours are to be met with favours; it does not require that tricks be met with favours.” Using the “trick” of the free gift as an chance to capitalize on an opportunity without guilt was a main takeaway for me from this book.
Is this a true and relevant issue in today’s sales world?
Have you been in a similar situation?
Were you able to disarm?
Feel free to post any other thoughts you may have on this book.