Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Overcome the Sunk Cost Fallacy
In Episode 67 of Sales Leadership with Fexingo, Lucas and Luna dive into one of the most insidious psychological traps in sales: the sunk cost fallacy. Lucas explains how reps who have invested months in a deal often let past effort cloud their judgment, pouring more resources into a lost cause instead of walking away. He cites a study by the Journal of Marketing showing that salespeople who explicitly tracked sunk costs were 32 percent less likely to allocate time to new high-potential leads. Luna shares a real example from a SaaS company where a rep racked up 80 hours on a prospect that…
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