In a study held in Iowa, over 200 homeowners opted to have their energy usage tracked for 12 months. The researchers in charge of the study told half of the group that their names would be published in the newspaper. As the study commenced, the group that was told their names would be published had a 15.5% lower energy usage over the winter months.
In order to appear rational to others, we alter our behavior to match our past commitments, even when it is outside of our immediate priorities. This is called Past Commitment Rationality. When someone makes a commitment during a sales process, especially a conversation, they are affirming their future decision-making to work with you. Ensure that you receive these commitments early and often.