Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Closed a Deal by Sending a Price Increase
Episode 12 of Closing the Deal with Fexingo explores a counterintuitive B2B sales strategy: using a price increase as a closing lever. Lucas and Luna break down a real case where a SaaS rep at a cybersecurity firm had a deal stalled at the proposal stage for six weeks. Instead of offering a discount or another follow-up call, the rep sent the prospect a formal notice of a 12% price increase effective in 10 days. This triggered a flurry of internal approvals and the deal closed at the original price within a week. The hosts unpack the psychology behind the tactic—loss aversion, urgency without…
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