Fee is too high
Call with the CFO of a seed company in Hyderabad after you quoted 10% of annual CTC.
They say10% is too much. We can't pay that.
Strong replies
Too much?
That's fair to ask. Compared to what?
You mentioned an empty territory costs around 30 lakh a month in season. Our fee is paid only when the person joins. How does that look next to it?
Why they work
A mirror or a compared-to-what question finds out what the price is being measured against, and the cost of the problem moves the comparison to value.
A weak reply
Okay, I can do 8%. This teaches the buyer that one push is worth two points and makes your rate look padded.