"Door-in-the-face" is one of the most common techniques for implementing the Law of Contrast. An initially large and almost unreasonable request is made, likely to be declined—hence the "door slammed-in-the-face" as the prospect rejects the proposal. Then a second smaller and more reasonable request is made. People accept the second request more readily than if they'd just been asked outright because the contrast between the two requests makes the second one seems so much better.

Does the Door-in-the-Face Technique Really Work?

Want to know more about how to use Door-in-the-Face? You can also discover when DITF will backfire on you. Find out the do's and don'ts of this great persuasion technique. Join me for this week's podcast on DITF – When, How, Can It Backfire (Door In The Face Technique)