Can I get just a bit more?

How often do your customers ask you for just a little more of a discount, just a little more product for no extra, slightly better payment terms?

We are wired to get the best we can out of a situation.

Asking for a little more is not so much about getting more, it’s about testing the limit to ensure we are getting the best we can.

Sometimes, “no, that’s the best we can do,” is the right answer because it lets someone know they have reached that limit, this is the best they can get from the situation.

And that might be all they’re looking for.