顾客到商店买一斤糖,同样是一斤糖,不同的称法对顾客心理会产生不同的影响。如果售货员放到秤上的这一把糖不到一斤,他就会不断往上添,每添一点,顾客心中的喜悦就会随之增添一分,以为自己得到了额外便宜。相反,如果售货员放到秤上的糖多了,那么,他每往下拿一点,顾客的心就会随之收紧一点,以为自己在不断吃亏。 Customers to buy a pound of sugar, the same is a pound of sugar, different claims on the customer psychology will have different effects. If the salesman put less than a pound of sugar on the scale, he will continue to add Tim, every Tim, the joy of the customer will add a point, that he got extra cheap. On the contrary, if the salesman put more sugar on the scale, he would take a little more down each time, and the customer’s heart would tighten a little to think that he was losing his fortune.