It is a great temptation for some sales people to put all their cards on the table at once so the pitch sounds like a “Demtel” commercial where you not only get this, but also get this, and this, and we’ll even throw in this. Don’t be tempted, always hold something back for negotiating purposes and make sure that the thing held back is not necessarily the lowest value of what you are offering. Maybe you won’t have to offer it at all – and if you don’t have to use it, don’t throw it in anyway.
