Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use The Decoy Effect To Close More Deals
Episode 66 of Sales Leadership with Fexingo explores the decoy effect — the cognitive bias where adding an inferior third option makes a middle option look more attractive. Lucas and Luna break down how B2B sales teams can design pricing and package tiers to steer buyers toward the preferred deal without pressure. Using real-world examples from The Economist's famous subscription test to modern SaaS pricing, they explain how to ethically deploy a decoy in proposals and negotiations. Lucas shares a specific playbook for quota carriers: when presenting three options, the decoy should be…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.