Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators / How One Rep Won by Asking for the Buyer's Worst-Case Number
Transcript
- Lucas: So there's a story I heard from a rep at a mid-market SaaS company — let's call them CloudBridge Analytics. They sell data integration software, typical deal size around fifty thousand annually. The rep had been chasing a manufacturing company for six months. Procurement kept saying the budget was capped at thirty-eight thousand. The rep's internal floor was forty-two. Stalemate. Luna: Right, classic price standoff. Did they end up cutting the price? Lucas: No, they did something I think is actually kind of brilliant. In the next call, the rep said: 'Look, I respect your budget. But I'm wondering — what's the worst number you would accept and still feel good about signing?' Luna: Wow. That's a risky question. What if they say thirty? Lucas: That's the fear, right? But in this case, the buyer paused and said: 'Honestly, if we could land at forty-five, I'd be thrilled. Forty-two would be fine. Below forty, I'd feel like I left something on the table.' Luna: So the buyer basically named a number above the rep's walk-away. That's a gift. Lucas: Exactly. The rep said: 'Forty-two works. Let's do that.' Deal closed that week. The buyer felt like they won because they named the number. And the rep got above their floor without ever having to anchor first. Luna: But this only works if the buyer is honest. What if they lowball you? Lucas: Then you have information. If their worst-case is below your walk-away, you know there's no deal unless you shift the scope. But the psychological move here is that you're not anchoring — you're asking them to commit to a number they'd feel good about. That's a different frame. Luna: It flips the pressure. Instead of you defending your price, they're defending their own number. Lucas: Right. And it forces them to think about what they actually value. They can't just say 'cheaper' — they have to pick a number where they still feel it's a win. Luna: I love that. But I have to ask — did the rep ever worry that the buyer would feel tricked afterward? Lucas: That's a fair concern. And the rep told me they actually addressed that upfront. They said: 'I'm not trying to play games. I genuinely want to find a number that works for both of us. Could you help me understand your range?' Luna: So it's not a gotcha. It's collaborative. Lucas: Exactly. The key is the wording. 'Worst number you'd accept and still feel good about' — that's specific. It's not 'what's your budget?' or 'what's the lowest you can go?' It's about their internal bar for a good deal. Luna: I think that's a really powerful framing. Honestly, if today was worth a coffee to you, that's the link — buy me a coffee dot com slash fexingo. It keeps us ad-free and lets us dig into stories like this. Lucas: Yeah, and we really appreciate it. It's a small way to keep the conversation going without any sponsors. And we're back to the story — so what happened after the rep closed at forty-two? Luna: I assume the buyer was happy? Lucas: Very. They actually expanded the deal six months later. But the rep told me that the real win was the relationship. By asking that question, the rep signaled that they respected the buyer's constraints and wanted a fair deal. That trust carried over. Luna: So it's not just a tactic for the close — it sets up the next deal too. Lucas: Precisely. And here's another layer: the rep used this question in a different deal where the buyer said their worst-case was seventeen thousand. The rep's floor was twenty. So the rep said: 'I can't do that scope at that price. But if we trim the implementation package, I could get to nineteen.' The buyer agreed. They met in the middle. Luna: So even when the buyer's number is too low, it opens a path to negotiate scope instead of price. Lucas: Exactly. The question isn't about accepting their number — it's about understanding their zone. And that gives you room to create options. Luna: I think the hardest part for most reps is just having the guts to ask it. It feels vulnerable. Lucas: It does. But the alternative is just guessing or anchoring low yourself. And that usually leaves money on the table. Luna: So what's your takeaway for someone listening who wants to try this next week? Lucas: Practice the phrasing until it feels natural. 'What's the worst number you'd accept and still feel good about?' Say it out loud. And then be quiet. Let them answer. Don't fill the silence. Luna: And be prepared for any answer. Even a low one. Lucas: Right. Because either way, you learn something. And that's always better than a stalemate. Luna: Yeah. I think this is one of those moves that separates good reps from great ones. Lucas: Absolutely. And it's a reminder that the best questions are often the ones that scare you a little. Luna: Alright, that's our show. Next time we'll talk about what happens when the buyer says yes too fast — and why that might be a red flag. Lucas: See you then.