Closing the Deal with Fexingo · 2026-06-12 · 7 min
Episode 48 of Closing the Deal with Fexingo. Lucas and Luna break down a specific tactic: the money-back guarantee as a closing lever. They walk through a real case where a B2B software rep offered a partial refund clause halfway through negotiations - and that single move unblocked a stalled $80,000 deal. The hosts examine why guarantees work on skeptical buyers, how to frame them without undermining your value, and the three conditions that make them safe to offer. They also discuss the psychology of risk reversal, citing research from a 2024 Harvard Business Review piece on buyer uncertainty. Lucas shares a rule of thumb: never guarantee more than the first month's fee, and always tie it to a measurable outcome. Luna questions whether guarantees can backfire with procurement teams. The episode closes with a quick reflection on when to use this tool vs. when it signals weakness. A practical episode for any sales operator facing a locked-down buyer.
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