[Zach]

All of the top reps in every company I've seen, managed, or worked for have extremely high point averages. It's classic negotiation theory to start with the maximum possible gain and work down from there.

I understand it's not the current, popular trend of thought, but it does indeed work and is the most effective strategy for maximizing revenue (next to syndication). Dropping price is best done only when necessary. Most new reps immediately drop price rather than standing strong and attempting to justify a higher rate.

With sufficient sales ability you will usually not "price yourself out" of a deal. Just don't back yourself into a corner with phrases like:

"that's the best we can do"

or

"there isn't a better option out there"

Also, don't let them off the phone until you've confirmed the terms with them. Unless they agree that they will sign the paperwork immediately while you wait, you have a problem to defuse. This is where the negotiation typically begins.