Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking for a Smaller First Order
In Episode 56, Lucas and Luna break down a counterintuitive sales move: asking the buyer to start with a smaller order than they proposed. They walk through a real case where a software sales rep at a mid-market SaaS company was about to lose a six-figure deal because the procurement team balked at the upfront commitment. Instead of discounting or offering a free pilot, the rep suggested cutting the initial order by 60 percent and adding a six-month check-in to expand. The deal closed in three days. Lucas and Luna explore the psychology behind this — how reducing the perceived risk shifts the…
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