The Role of Reciprocity in Sales Psychology

People naturally want to return favours.

Offer something of value—a tip, insight, or gesture—without asking for anything in return.

You create goodwill. You build trust.

This is reciprocity. It opens hearts and minds.

The key? Keep it genuine. No hidden strings.

When buyers feel helped, they lean in. They’re more open to hearing your offer.

Not because they owe you—but because you’ve shown them you’re on their side.

And that’s a powerful place to sell from.