Regarding the 15% example, did they not want to lower the rate because they decided it was worth it or they were afraid to piss off the sales people? If it is

Regarding the 15% example, did they not want to lower the rate because they decided it was worth it or they were afraid to piss off the sales people? If it is the latter, there is a work around. Sales people hold their percentages tightly and get pissed when people lower them. We own them. Don't raise and lower the one rate, add and take away others. So say if you know now you are willing to pay 15% now but think that rate will go down to 10%, introduce the 10% as the rate, but add 5% as a temporary incentive, making it an effective 15%. This way their rate doesn't go down in there eyes, it is just the extra spiff that goes away--which wasn't theirs to begin with really. They knew that 5% was temporary. However if you lower my 15% to 10%, I will always feel like that 10 should be 15. Dumb psychology but it works.