Closing the Deal with Fexingo · 2026-06-19 · 8 min
Episode 61 of Closing the Deal with Fexingo: Lucas and Luna examine a specific sales tactic - the timeline penalty clause. When a mid-market SaaS rep offered to put a 10% rebate in the contract if the implementation was delayed beyond 60 days, it removed the buyer's risk and closed a $1.2 million annual deal. The hosts break down why a penalty works when a discount doesn't: it signals confidence in delivery, aligns incentives, and converts a promise into a guarantee. They contrast this with money-back guarantees (covered in prior episodes) and explore the psychology of 'pain now vs. pain later.' Lucas shares a counterexample where a penalty backfired due to vague timelines. The episode includes listener questions on when NOT to offer a penalty and how to frame it without sounding desperate. No filler - just one concrete tactic with real numbers and a clear framework for when to use it.
The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100How a Rep Won by Negotiating Against Their Own Offer86 / 100How One Rep Closed by Asking the Buyer for a Competitor Comparison81 / 100The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100How One Rep Closed by Asking the Buyer to Fire Their Vendor80 / 100