Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Price Increase
In episode 84 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales tactic: a rep who won a six-figure deal by proactively asking for a price increase mid-negotiation. They walk through how Jenny Park, a SaaS account executive at a mid-market CRM company, turned a stalled deal around by reframing value, not discounting. The hosts break down the psychology behind the move—anchoring, scarcity, and commitment consistency—and share a specific script that any salesperson can adapt. They also discuss when this tactic backfires and how to gauge buyer trust before pulling…
The skinny
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