Don't be taken for granted!
You ever take something for granted, just to realize later how much value you were belittling?
Happens all the time in #sales, especially newer reps. They treat the prospect like a customer, which is nice in theory but not correct. You'll see inexperienced reps over-committing by:
1) Doing extraneous support work
2) Discounting and bundling too heavily
3) Being overly available and not respecting their time
And so on. We call this giving the steak without the sizzle. There's this point, and it's not always very clear, where you give too much without enough reciprocity (#psychology), and that overvalue becomes the norm. Once the standard is set of taking without giving, the expectation doesn't go away.
It's rather dangerous and derails deals. The prospect will focus on what they don't have instead of what they do have and the seller can't bring them back.
Your prospect is not your customer. They only become a customer once they buy. I'm not saying to treat your prospect with disrespect, you have to be a professional seller. What I am saying is you need to draw a line.
Want a crazy PoC? I need commitments in writing that the budget is approved first.
Want a discount? I need referrals and logo rights.
Need technical support? I need to talk with the DM who will sign off.