Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Won by Letting the Buyer Name the Price
In episode 105 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: letting the buyer name their own price. They unpack a real case from 2023 where a B2B SaaS rep, facing a stalled deal, asked the procurement director to write down a number they'd feel comfortable with. The result? A deal closed at 8% above the rep's floor — with zero negotiation friction. The hosts break down the psychology behind the move, the conditions that make it work, and why it's not a surrender but a strategic frame reversal. Plus: how one listener used a similar…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.