Closing the Deal with Fexingo · 2026-07-23 · 7 min
In episode 131 of Closing the Deal, Lucas and Luna examine a counterintuitive sales tactic: a rep who secured a seven-figure deal by asking the buyer to accept a scheduled price increase before the contract was signed. The episode walks through the real-world case of a manufacturing software company whose rep used inflation and raw-material cost projections to frame a 12% price hike as a hedge for both sides. Lucas explains the psychology of loss aversion and why pre-negotiating future increases actually reduces resistance at renewal. Luna pushes back on whether this approach backfires with procurement teams who fixate on fixed pricing. They land on a practical insight about timing and transparency: the request works only when backed by auditable data and presented before the buyer has sunk cost in the negotiation. No marketing fluff, just one specific move you can try this quarter.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How One Rep Won by Asking the Buyer to Fund the Launch72 / 100The 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 / 100
The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100
