RAB Insights

RAB Research Archive

Get something in return

In most situations where a salesperson is willing to provide something extra for a prospect, it usually makes sense to ask for something else in return – such as a long-term contract or maybe a larger purchase.

Top negotiators know that offering something without asking for another concession on the prospect's part could send a message that the salesperson could have offered the same concession in the first place, which threatens to tarnish whatever trust the two have built.

Source: Professional negotiator Michael Schatzki