How One Sales Rep Won by Asking for a One-Year Contract

Closing the Deal with Fexingo · 2026-07-14 · 9 min

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Topics in this episode

Enterprise sales Procurement negotiation sales tactics one-year contract commitment aversion

Episode notes

In Episode 111 of Closing the Deal with Fexingo, Lucas and Luna dissect a counterintuitive sales tactic: asking for a one-year contract instead of the standard multi-year term. They walk through a real case from a mid-market SaaS company where a rep named Sarah faced a procurement team determined to lock in a three-year deal at a heavy discount. By pushing back and insisting on a single-year term, she preserved pricing power, aligned with the buyer's internal budgeting cycle, and ultimately closed a deal 40% larger than the original proposed value. Lucas breaks down the psychology of commitment aversion in enterprise buying decisions, and Luna challenges whether this only works in certain verticals. The conversation drills into timing, executive sponsorship, and why a shorter commitment can signal higher confidence. Listeners walk away with a specific framework for when to shorten the term to win the deal.

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