I feel like integrity is an important part of a salesperson’s role (despite what our reputation in this profession may be); especially when we have long-term, re-occurring relationships with customers (I'm in SaaS/Account Management).
I also know that people will destroy deals and relationships when they feel like they’ve been treated unfairly (Chris Voss talks about this in "Never Split the Difference").
I also know hitting quota is an important part of our role.
Do you think it’s wrong to charge above list price? Does this go against the integrity we should hold as sales professionals?
Context: I'm at a private company without a public list price, but also understand that occasionally customers talk & compare notes.