Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Word That Kills Your Negotiating Position
Episode 16 of Closing the Deal with Fexingo. Hosts Lucas and Luna dissect a single word that salespeople use without thinking—and how it systematically weakens their negotiating leverage. Lucas walks through a real deal where a rep said 'fair' seven times in one call and lost fifty thousand dollars in margin. They explore the psychology behind the word, why it triggers the prospect to push back, and what to say instead. Luna shares a counter-example from a software deal where dropping 'fair' helped the rep hold price and close at full ask. Practical, tactical, and backed…
The skinny
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