Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a Discount
On this episode of Closing the Deal, Lucas and Luna break down a deal where the sales rep didn't push back on a discount request—they leaned in. The case: a mid-market SaaS deal worth $180,000 annually, where the buyer asked for a 20 percent cut. Instead of haggling, the rep asked a single question that changed the negotiation: 'What would you do with the savings?' That question uncovered a competing project the buyer wanted to fund, and the rep used it to shift the conversation from price to value. We walk through the exact phrasing, the psychology of why it works, and the…
The skinny
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