Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
When the Prospect Asks for a Discount Before You Quote
Episode 8 of Closing the Deal tackles a moment every salesperson dreads: the prospect asks 'What's your best price?' before you've even shown them the proposal. Lucas and Luna break down why this question is actually a signal, not a threat, and walk through a specific technique called 'the bracket' — a conversational frame that keeps you from discounting your own value before the negotiation even starts. They use a real example from a mid-market SaaS deal worth $180,000 annually, showing exactly how one rep turned a premature discount request into a signed…
The skinny
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