Media & Publications

May 30, 2007

Will There Be Fries With That: A discourse on the benefits and risks of probing

We know it’s just good sales strategy, and we still succumb. Drive through a McDonald’s take-out and order the Quarter Pounder. Expect the following comeback question, courteously delivered by the well-trained server: “Would you like fries and a drink with that?” You hadn’t originally planned to have the whole meal, but the explicit question elicits a latent desire – your taste buds tickle with the remembered taste of those franchised fries. “Okay, I’ll have the fries and drink too,” you respond. 

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