https://danieleisenhardt.nl/tags/sunk-cost-sales/Recent content in Sunk-Cost Sales on Daniel EisenhardtHugoenFri, 02 Jan 2026 15:57:00 +0200https://danieleisenhardt.nl/posts/the-definitive-manual-to-sunk-cost-sales/Fri, 02 Jan 2026 15:57:00 +0200https://danieleisenhardt.nl/posts/the-definitive-manual-to-sunk-cost-sales/Sunk-Cost Sales is a practice where you, the seller, intentionally play into the loss-aversion psychology of a prospect by making the prospect expend their time on the sales process before you reveal the details of the offer. This is often achieved by them spending time talking to you, or reading written materials sent by you. Once you reveal your offer, the prospect no longer evaluates the offer on its own merits, but also counts the time spent in the sales process.