Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How To Negotiate Without Lowering Your Price
Enterprise deals often stall not because of price, but because the buyer feels they lost leverage in the final hours. In this episode, Lucas and Luna examine a real-world scenario where a sales rep for a mid-market SaaS firm refused to discount at the eleventh hour. Instead, they used a 'value trade' framework, swapping non-monetary concessions like extended support windows for a longer contract term. We break down why protecting your margin is more critical than winning the signature, how to identify what the buyer actually values versus what they just say they want, and the…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.