Picture this: you’re waiting in line at a store to get to the register. In front of you, there’s a stand with mini cubbies and shelves filled with cheap, pocket-sized items…and your eye catches a tiny container of fancy hand cream. The line starts moving faster and your heart races – “do I buy it or not? Do I really want to wait in line again or come all the way back to this store? I should just do it now.” So you throw it in your cart, and the store has successfully roped you into spending an extra $6. “Near the register items” are no accident; they inspire impulse buys by creating urgency. When you’re waiting in line, you have a limited amount of time to decide whether or not you want to buy a new item, so you grab it because it seems better than missing out. By using psychology, you can create this same sense of “time is ticking” to make more sales. Here are a few tips on how to increase sales by creating a sense of urgency.