There are many situations in B2B selling where a change to the pricing offered initially is required: The need for compromise, the need for optics, the psychology of lowering the price, maybe semantics, or simply gamification.
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Gamophobia is the “fear of commitment”, normally applied when talking about relationships. And I find this term also applies really well in this situation. The last time I saw it was back during the 2007/2008 financial crisis. And now it seems to repeat itself. Customers freeze up.
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There are many situations in B2B selling where the need for compromise, the need for optics, psychology, semantics, or gamification requires a change to the pricing offered initially. If you are making a change to the price, always ask for something in return.
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