How One Rep Won a Deal by Offering a Partial Refund

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jun 10, 2026 · 8m · transcript

Sales reps are often told to never offer refunds or discounts after the deal is signed. But in this episode, Lucas and Luna break down a real story of a B2B software rep who won a $400,000 annual contract by proactively offering a partial refund clause—a 'money-back guarantee' on the first quarter if the customer didn't hit a specific ROI milestone. The twist: the customer never triggered the clause, and the rep's willingness to put skin in the game was the deciding factor against a lower-priced competitor. Lucas explains the psychology behind the move, when it works, and…