The “Give-Get” Principle



You’re a giving salesperson. In fact, you give the customer a lot. Jonathan suggests using your giving spirit to start initiating a concept called give-get. He explains how it will impact your process.


One of the principles of effective negotiating is principle called give/get. The premise is simple. If you want me to give you something, I got to get something in return. This is something you should be using whenever a customer makes any request from you. They want a lower payment. They want more for the trade. They want you to look into the price production. Whatever the request is, you can practice a simple principle called give/get. It might sound something like this.

Folks, I’m happy to look into getting you a lower payment under one condition. I need to know if you get me a co-signer. Or, you might say, folks, I’m happy to look at the management re-evaluating your trade-in value under one condition. If we’re able to come to terms today, I need a great video testimonial from you. The idea is simple. Whenever a customer asks you to give them something, you’ve got to get something back. It could be referrals. Heck, it could be a case of Monster energy drinks. It doesn’t really matter. The point is never give without getting something in return. I’m Jonathan Dawson. Thanks for joining me for today’s sales tip of the day.

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