Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking for a Future Price Increase
In episode 131 of Closing the Deal, Lucas and Luna examine a counterintuitive sales tactic: a rep who secured a seven-figure deal by asking the buyer to accept a scheduled price increase before the contract was signed. The episode walks through the real-world case of a manufacturing software company whose rep used inflation and raw-material cost projections to frame a 12% price hike as a hedge for both sides. Lucas explains the psychology of loss aversion and why pre-negotiating future increases actually reduces resistance at renewal. Luna pushes back on whether this approach backfires with…
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