The Rep Who Won by Asking for a No-Fault Exit Clause

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Aug 11, 2026 · 6m · transcript

In this episode of Closing the Deal with Fexingo, Lucas and Luna break down the surprising negotiation tactic of asking for a no-fault exit clause. They explore how one sales rep, facing a skeptical procurement team, turned the tables by offering the buyer an easy out—and in doing so, built the trust that sealed the deal. We dig into the psychology behind why offering an exit can reduce perceived risk, the specific language used in the contract, and the numbers that convinced the CFO. Lucas and Luna also discuss when this tactic backfires and how to position it as a sign of confidence rather…