It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the cont… - Robert B. Cialdini

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It is much more profitable for salespeople to present the expensive item first, not only because to fail to do so will lose the influence of the contrast principle; to fail to do so will also cause the principle to work actively against them. Presenting an inexpensive product first and following it with an expensive one will cause the expensive item to seem even more costly as a result — hardly a desirable consequence for most sales organizations.