How One Rep Won by Letting the Buyer Set the Price

Episode notes

When a B2B SaaS sales rep hit a pricing stalemate with a VP of Marketing, she did something unconventional: she asked the buyer to name their own price. The result? A deal that closed in one call, a three-year contract, and a masterclass in trust-based negotiation. In this episode, we break down why letting the buyer set the price can unlock value, how it changes the negotiation dynamic from adversarial to collaborative, and what to do if the number comes in too low. Plus, a real example of how one rep used this tactic to not only close the deal but also deepen the long-term relationship. Perfect for sales leaders, account executives, and anyone who negotiates for a living. #Business #Sales #Negotiation #PricingStrategy #TrustBasedSelling #ValueBasedPricing #B2BSales #SalesTactics #RevenueConversations #ClosingTheDeal #LongTermValue #WinWinNegotiation #SalesPsychology #BuyerSetPrice #CollaborativeSelling #FexingoBusiness #BusinessPodcast #SalesPodcast Keep every episode free: buymeacoffee.com/fexingo

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

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• Ep. 155 - You’re Probably Doing Discovery Wrong - And It’s Costing You DealsSaaS Backwards · on Value-based selling

• How One Rep Won by Asking the Buyer to Fund the Launch72 / 100
• The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100
• How a Rep Won by Negotiating Against Their Own Offer86 / 100
• How 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