Every salesperson already has a self-concept for the amount of money that he or she earns. Psychologist have found that you can never earn 10 percent more or less than your self-concept level of income. If you earn 10 percent more than you think you entitled to, you will immediately engage in compensating behaviours to get rid of the money.
If you earn 10 percent or more below your self-concept level of income, you will engage in scrambling behaviours.
You start thinking about working longer, harder, smarter, better, in order to get your income back into your ‘comfort zone’.
Souce: excerpts from The psychology of selling, Brian Tracy.