Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Letting the Buyer Set the Price
When a B2B SaaS sales rep hit a pricing stalemate with a VP of Marketing, she did something unconventional: she asked the buyer to name their own price. The result? A deal that closed in one call, a three-year contract, and a masterclass in trust-based negotiation. In this episode, we break down why letting the buyer set the price can unlock value, how it changes the negotiation dynamic from adversarial to collaborative, and what to do if the number comes in too low. Plus, a real example of how one rep used this tactic to not only close the deal but also deepen the long-term relationship…
The skinny
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