The Rep Who Won by Asking for a 20 Percent Price Cut

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 9, 2026 · 7m · transcript

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: asking the buyer for a 20 percent price cut — and winning. They break down the true story of a B2B software rep who, facing a stalled deal, proposed a steep discount that forced the buyer to reveal their actual budget and decision criteria. Lucas explains the psychology of anchoring downward, the difference between price negotiation and value negotiation, and why asking for less can sometimes land a bigger commitment. Luna pushes back on when this tactic backfires, and they discuss the…