The Psychology of Commitment in the Sales Journey

Every small yes leads to a bigger one.

That’s the psychology of commitment. When buyers say yes to something small—a meeting, a demo, a quick reply—they’re more likely to say yes to the next step.

It’s momentum in motion.

Sales pros know that micro-commitments pave the road to macro-decisions. Ask for small actions that build trust: a shared agenda, a test run, a short call recap.

Each yes deepens their involvement.

It’s not manipulation—it’s progression. People follow through on what they’ve started.

Don’t rush to the close. Build the commitment, one step at a time.

Because when buyers feel invested, they want to see it through.