Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Closed by Committing to a Timeline Penalty
Episode 61 of Closing the Deal with Fexingo: Lucas and Luna examine a specific sales tactic — the timeline penalty clause. When a mid-market SaaS rep offered to put a 10% rebate in the contract if the implementation was delayed beyond 60 days, it removed the buyer's risk and closed a $1.2 million annual deal. The hosts break down why a penalty works when a discount doesn't: it signals confidence in delivery, aligns incentives, and converts a promise into a guarantee. They contrast this with money-back guarantees (covered in prior episodes) and explore the psychology of 'pain…
The skinny
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