You also have to take into account the customer's psychology and not press them too hard. That is, they don't want to feel "nickel & dimed to death." Too many e

You also have to take into account the customer's psychology and not press them too hard. That is, they don't want to feel "nickel & dimed to death." Too many extras, and they may start to resent that these things weren't just included in the base package in the beginning. A load of extras thrown at them at the end can sometimes be declined (e.g. out of resentment, frustration, etc) when a higher price upfront that included those extras would've been happily paid.