The Sales Archive which techniques are real, and which are legend
Persuasion principles PRO

Endowment Effect in Demos

Let the buyer handle and configure the product so it starts to feel like theirs before they have bought it.

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  • Why hands-on beats watch-me in a demo, in one sentence
  • How to hand over the keyboard without losing control of the demo
  • The trial and setup moves that quietly deepen ownership
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More in Persuasion principles

Browse all 63 plays →
Free Authority People defer to credible experts; establish real expertise and credentials before you make the case. Free Liking People say yes more readily to those they like; genuine similarity, praise and cooperation build it. Free Commitment and Consistency Once people commit to something small, they act to stay consistent with it; use early, honest yeses. Free Reciprocity People feel obliged to return a favour; give something genuinely useful first and the yes comes easier. PRO Scarcity People value what is limited or fading; real constraints on availability raise urgency and worth.

Part of The Sales Archive — 63 named, sourced plays, 45 free to copy.