How One Rep Won by Asking for the Buyer's Worst-Case Number

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 20, 2026 · 5m · transcript

In this episode of Closing the Deal, Lucas and Luna break down the story of a B2B software rep who flipped a stalled negotiation by asking the buyer one uncomfortable question: 'What's the worst number you'd accept and still feel good about?' Instead of anchoring low or fighting on price, the rep invited the buyer to define their own floor. The result? A deal that closed at a price higher than the rep's own internal target. Lucas walks through the psychology behind the move — why asking for the buyer's walk-away point shifts control from the seller to a shared…