Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Use the Endowment Effect to Close Faster
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the endowment effect—a powerful cognitive bias where people overvalue what they already own—and how top sales reps use it to accelerate deals without feeling manipulative. Lucas breaks down a real-world example: how a mid-market SaaS company selling project management software doubled its close rate by giving prospects a free, fully functional 30-day trial, then framing the paid upgrade as 'keeping what you already have' rather than 'buying something new.' The hosts discuss the psychology behind the…
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