Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a Budget Reset
In Episode 96 of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking a buyer to abandon their existing budget and start from scratch. They break down a real case where a mid-market SaaS rep was told 'we have no budget' and turned that into a seven-figure deal by helping the buyer build a new, bigger allocation. Lucas explains the psychology of budget anchoring, when to pull this lever, and the critical mistake most reps make when they hear 'no budget.' Luna pushes back on when the tactic backfires. A fresh angle on negotiation for anyone…
The skinny
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