Contrast Principle - Sales Glossary - Upnify
Upnify CRM

Back to dictionary

Contrast Principle

Also known as "door in the face", it is a psychological resource to influence customers' decisions.

It consists of presenting products strategically arranged to make the product you want to sell look more attractive.

How does it work?

If you want to sell a product that costs $200, but first you offer the prospect a similar item for $100, the second one will most likely seem expensive. On the other hand, if you present a $400 item first, the $200 item will seem cheap.

The Sales Glossary is a compendium of all the most commonly used terminology in sales strategy. Many of the concepts listed here are used when implementing a CRM system or a digital sales funnel, no matter if they are legacy systems or an online CRM. See also our blog that deals with sales techniques, marketing and sales culture.