Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Closed a Deal by Giving a Price Increase
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: raising your price to win the deal. They dissect a real-world case where a B2B SaaS sales rep at a company called GridSync was facing a stalled six-figure contract negotiation. The prospect kept pushing for a 20% discount, and the rep was about to cave. Instead, she proposed a 15% price increase — with additional scope and a tighter timeline — and the prospect signed within 48 hours. Lucas breaks down the psychology behind the move: how a price increase reframes the conversation from…
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