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Test The anchoring technique
Agenda
QUESTION 1: WHAT IS THE ANCHORING TECHNIQUE?
A strategy to influence customer decision making
A process to manipulate and deceive customers
An approach to generate negative associations with a product or service
A technique to remind customers of negative past experiences
QUESTION 2: ON WHAT PSYCHOLOGICAL PRINCIPLE IS THE ANCHORING TECHNIQUE BASED?
The principle of partnership
The principle of manipulation
The principle of exclusivity
The principle of oblivion
QUESTION 3: HOW DO YOU CREATE AN EMOTIONAL ANCHOR IN THE CLIENT'S MIND USING THE ANCHORING TECHNIQUE?
Associating the product or service with a negative experience or memory
Reminiscent of a pleasant experience the customer has had
Using negative visual images related to the product or service
Telling fictitious stories that highlight the negative benefits of the product or service
QUESTION 4: WHAT RELEVANT ELEMENTS CAN BE USED TO ANCHOR THE PRODUCT OR SERVICE TO A POSITIVE EXPERIENCE OR MEMORY?
Intangible elements, such as the story behind the product
Negative elements that generate a risk association
Irrelevant elements that do not generate emotions in the customer
Tangible elements, such as scent or product packaging
QUESTION 5: WHAT IS A COMMON WAY TO USE THE ANCHORING TECHNIQUE THROUGH STORYTELLING?
Tell stories that generate negative emotions in the customer
To relate cases of failure related to the product or service
Tell stories that illustrate how the product or service has improved the lives of others
Use fictitious stories that are not related to the product or service
QUESTION 6: WHAT SHOULD BE TAKEN INTO ACCOUNT WHEN USING THE ANCHORING TECHNIQUE IN AN ETHICAL AND AUTHENTIC WAY?
Manipulate and deceive customers to generate positive associations
Leverage negative associations that exist in the customer's mind
Ensure that the product or service delivers the promised benefits and quality
Create negative associations in the customer's mind to generate a negative perception
QUESTION 7: WHAT CAN HAPPEN IF THE ANCHOR IS USED INAPPROPRIATELY OR A NEGATIVE ASSOCIATION IS CREATED?
Generate a negative perception of the product or service and negatively affect sales
Increase customer confidence in the product or service
Improve customer decision making
None of the above
QUESTION 8: WHAT SHOULD CARE BE TAKEN WHEN SELECTING ANCHORS TO USE AS ANCHORS IN THE ANCHORING TECHNIQUE?
Negative experiences or memories to generate a sense of exclusivity
Positive and relevant experiences or memories for the customer
Irrelevant elements that do not generate any type of emotion in the customer
Experiences or memories that are not relevant to the customer
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