How One Rep Won by Asking for the Buyer's Worst-Case Number

Episode notes

In this episode of Closing the Deal, Lucas and Luna break down the story of a B2B software rep who flipped a stalled negotiation by asking the buyer one uncomfortable question: 'What's the worst number you'd accept and still feel good about?' Instead of anchoring low or fighting on price, the rep invited the buyer to define their own floor. The result? A deal that closed at a price higher than the rep's own internal target. Lucas walks through the psychology behind the move - why asking for the buyer's walk-away point shifts control from the seller to a shared reality - and Luna pushes back on whether this only works with transparent buyers. They also discuss the risk: what happens when the buyer's worst-case is below your walk-away? And why you have to be willing to walk. #ClosingTheDeal #FexingoBusiness #BusinessPodcast #SalesNegotiation #B2BSales #DealStrategy #BuyerPsychology #AskingQuestions #WorstCaseNumber #WalkAwayPower #NegotiationTactics #SalesRep #RevenueConversations #Business #SalesTraining #ObjectionHandling #PricingStrategy #WinMoreDeals Keep every episode free: buymeacoffee.com/fexingo

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