Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Negotiating Against Their Own Offer
In episode 89, Lucas and Luna break down a counterintuitive sales tactic: what happens when your best offer isn't your final one. They examine a real case from a mid-market SaaS company where a rep closed a $340,000 deal by deliberately proposing a weaker initial package — then 'winning' concessions from procurement that actually improved the deal's profitability. We explore why anchoring low can backfire, how to frame trade-offs without triggering distrust, and the one question that turns a concession into an advantage. If you've ever felt boxed in by your own…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.