Closing the Deal with Fexingo · 2026-06-10 · 9 min
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 when it backfires. Luna challenges whether this approach could be exploited. Plus, why small recurring listener support keeps this show ad-free. #Sales #Negotiation #B2B #ClosingDeals #MoneyBackGuarantee #RefundStrategy #ROI #RiskReversal #CustomerPsychology #SaaS #EnterpriseSales #Business #FexingoBusiness #BusinessPodcast #SalesStrategy #DealMaking #Revenue #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
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