FEATURE ARTICLE:
Using The Law of Reciprocity to Increase Sales

The Law of Reciprocity means to give and take mutually, to return in kind or even in another kind or degree. Put simply, the law of reciprocity means that when someone gives something, you feel an obligation to give back.

Stephen Covey, author of “The Seven Habits of Highly Effective People”, uses the phrase “emotional bank account” to describe the principle of reciprocity and the corresponding credit-withdrawal process in relationships. Using the metaphor of a financial bank account, the emotional bank account describes the trust that accumulates in a relationship.

Like the financial bank account, you must make deposits before you can make withdrawals. (Read More)

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