3 days before Christmas, people were rushing to buy gifts in the shopping mall. Inside of a home & body cosmetics store, so many people tried to get their hands on the last few gift sets. In the chaotic crowd, there was a salesperson observing people and trying her best to manage the crowd. After a while, she saw a customer looking at a bottle of perfume on the shelf for a long time. So she approached to the customer and said, “We only have 2 left. If you don’t buy now, you will probably not be able to buy it later”.

Did the customer listen and buy the perfume? Yes. Why? Because the customer didn’t want to take risks. People often perceive losses as more significant than equivalent gains. Also, the salesperson seemed nice to her and helped the customer by giving valuable information.