You’re in a negotiation.

You’ve already closed the deal.

Instead of signing and walking away, you decide to give the customer a little bit more value.

More features. More discount.

That’s just stupid.

If the customer doesn’t ask, don’t give.

Your job is not to be Mr Generous.

Your job is to make a profit.

No profit = no sustainability = no product for your customer in the long term.

You’re not doing anyone any favors by giving away value.

If the customer doesn’t ask, don’t offer