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Publications
Publications
  • July 20, 2016
  • Article
  • Harvard Business Review (website)

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

By: Frank V. Cespedes and David Hoffeld
  • Format:Electronic
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Abstract

This article discusses what behavioral research does and does not tell us about factors that aid the "closing" of a sales call.

Keywords

Research; Consumer Behavior; Sales

Citation

Cespedes, Frank V., and David Hoffeld. "To Increase Sales, Get Customers to Commit a Little at a Time." Harvard Business Review (website) (July 20, 2016).
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More from the Authors

    • June 2025
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    TagHive: Edtech Pricing and Distributor Decisions

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    • March–April 2025
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    Getting Value from Digital Technologies

    By: Frank Cespedes and Georg Krentzel
    • March 27, 2025
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    How One Company Used AI to Broaden Its Customer Base

    By: Sunil Gupta and Frank V. Cespedes
More from the Authors
  • TagHive: Edtech Pricing and Distributor Decisions By: Isamar Troncoso, Frank V. Cespedes and Stacy Straaberg
  • Getting Value from Digital Technologies By: Frank Cespedes and Georg Krentzel
  • How One Company Used AI to Broaden Its Customer Base By: Sunil Gupta and Frank V. Cespedes
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