Faculty & Research
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  • 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).

About The Author

Frank V. Cespedes

Entrepreneurial Management
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