Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Endowment Effect to Close Faster
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the endowment effect—a behavioral bias where people overvalue what they already own—and how sales reps can use it ethically to accelerate deals. Lucas breaks down a 2024 study showing that giving prospects a free trial of a premium feature for two weeks increased conversion by 34 percent compared to control. Luna pushes back on whether free trials can backfire, and Lucas shares a real case from a SaaS company that turned 30-day trials into 60-day 'experience periods' and saw a 22 percent lift in closed-won…
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