How One Sales Rep Won a Deal by Admitting a Mistake

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jun 3, 2026 · 7m · transcript

Episode 28 of Closing the Deal with Fexingo explores a counterintuitive sales tactic: admitting a mistake to close a deal. Lucas and Luna break down a specific case where a SaaS rep lost credibility early in a negotiation, then regained trust by owning the error — and turned a near-lost deal into a three-year contract. They discuss the psychology of vulnerability in B2B sales, the difference between admitting a mistake and apologizing prematurely, and when this approach backfires. Drawing on research from Harvard Business School on trust repair, they explain why buyers often reward honesty…