Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Won by Asking for a Price Match
In episode 107 of Closing the Deal with Fexingo, Lucas and Luna dissect a surprising negotiation tactic: asking the buyer for a price match — not from the seller, but from the buyer themselves. The case centers on a B2B SaaS rep who, after being told his product was too expensive, didn't discount. Instead, he asked the procurement director to show him any competitor quote that beat his pricing on a per-user basis. The buyer couldn't produce one. The deal closed at list price. Lucas and Luna explore the psychology of reciprocation, the risk of calling a bluff, and when this move…
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