Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Offering to Leave a Money-Back Guarantee in the Contract
Episode 48 of Closing the Deal with Fexingo. Lucas and Luna break down a specific tactic: the money-back guarantee as a closing lever. They walk through a real case where a B2B software rep offered a partial refund clause halfway through negotiations—and that single move unblocked a stalled $80,000 deal. The hosts examine why guarantees work on skeptical buyers, how to frame them without undermining your value, and the three conditions that make them safe to offer. They also discuss the psychology of risk reversal, citing research from a 2024 Harvard Business Review piece on buyer…
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