To Increase Sales, Get Customers to Commit a Little at a Time | on the edge

Incremental commitments can (also) convince prospects to change, which is vital in selling new products or services. Unless the proposed benefits of a new product significantly outweigh their perceived losses of a change, prospects tend to stick with what they know, a phenomenon known as the endowment effect. The incremental-commitment approach can help to overcome status-quo inertia.

Source: To Increase Sales, Get Customers to Commit a Little at a Time

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