How Enterprise Software Sales Use Pricing Psychology Against Procurement
B2B SaaS Talks with Fexingo · 2026-06-13 · 10 min
Episode notes
Episode 48 of B2B SaaS Talks with Fexingo. Lucas and Luna dive into how enterprise software sales teams weaponize pricing psychology - anchoring, decoy effects, and good-better-best tiers - to shift procurement's focus from cost to value. They break down real tactics like the 'double anchor' on list price, the 'price-plus-one' feature add, and why offering a 12-month versus 18-month contract changes the perceived per-seat cost. Lucas explains how sales engineers are trained to frame the 'do nothing' scenario as a hidden loss. Luna pushes back on whether these tactics are manipulative or just smart selling. The conversation ends with a view on how procurement teams are fighting back with blinded bidding and internal benchmarks. #B2BSaaS #EnterpriseSoftware #PricingPsychology #Procurement #SalesStrategy #SaaS #AnchoringEffect #DecoyEffect #ValueSelling #GoodBetterBest #ContractNegotiation #Business #Technology #FexingoBusiness #BusinessPodcast #LucasAndLuna #B2B #SalesTactics Keep every episode free: buymeacoffee.com/fexingo
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