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Negative Vs. Postive Approach

A young psychology student serving in the Army decided to test a theory. Drawing kitchen duty, he was given the job of passing out apricots at the end of the chow line.

He asked the first few soldiers that came by, “You don’t want any apricots, do you?” Ninety percent said “No.”

Then he tried the positive approach: “You do want apricots, don’t you?” About half answered, “Uh, yeah. I’ll take some.”

Then he tried a third test, based on the fundamental either/or selling technique. This time he asked, “One dish of apricots or two?” And in spite of the fact that soldiers don’t like Army apricots, 40 percent took two dishes and 50 percent took one!

Bits & Pieces, May 26, 1994, pp. 9-10