subject: Sales force - Why a Sales Manager MUST Evoke "The Law of Reciprocity" [print this page] For our purposes, the law of reciprocity states that if you write to do something nice for someone who is human nature that the recipient will be forced to feel something nice for you in return too.
It is essentially: "You reap what you sow". This is an irrefutable law, and one that you should teach your sales people. The question of will contribute to someone actually be at any given time depends on who asks.
Precisely the moment that you are doing something good for someone who feels the other personforced to return the favor. Be careful not to call but, as in "now that I do for you, now you have to do to this for me." This thinking destroys the whole concept. The idea is to do something and they feel that they need to do something for you in return. Be subtle. Thu dictate.
Remember the most important part of this law is that reciprocity is implicit. This only means that one is never to mention that you need something back. If someone does somethingGood for you, IMPICITLY they expect that, if the circumstances will permit, something the same value for them.
In the case of a newly recruited seller, you go "the extra mile for them," is on their salary, they "go the extra mile for you back." Remember that people expect to be repaid over time and that is based on the idea of basic social exchange. The whole idea is that by doing the right thing and do something good for them, theythe request will be returned to you at any given time.
Think about it the last time someone something is good for you, you wanted to return the favor?
Say your neighbor takes your trash barrels on the day of trash back in for free because you had one day later at work. What do you know feels forced at the next "make trash day"? That's right, you want to take his trash barrel.
So the next time you come into a situation where you can do something good for your sales staff,call the "law of reciprocity" it will repay you the money ten-fold increase in the turnover on productivity. The best thing is, you do not take every stinking garbage barrels
