How One Rep Won a Deal by Asking for a Competitor's Quote

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jun 5, 2026 · 6m · transcript

In Episode 32 of Closing the Deal with Fexingo, Lucas and Luna dive into the counterintuitive sales tactic of asking a prospect for a competitor's quote. They break down a real case where a SaaS rep, facing a stalled six-figure deal, turned the tables by requesting the prospect's best offer from a rival. The result: the prospect revealed the competitor's price, shared their concerns, and gave the rep the exact information needed to structure a winning proposal. Lucas explains the psychology behind the 'reverse anchor' — how asking for information signals confidence…