A foundational principle in human interaction is reciprocation. The shadow view of this principle in sales is: “Never do something for nothing”. It is amazing, how many times this principle is violated in sales situations. Think of unmonetized proof of concepts, unnecessary discounts during quarter ends or purchase rebate against cloud deals. If only we had the discipline to negotiate around value first, think of the many additional millions of dollars that every salesperson can achieve.
A brilliant book that helps you overcorrect on the other side of asking for more is #GettingMore by #StuartDiamond