How One Sales Rep Won by Asking for a Price Match

Episode notes

In episode 107 of Closing the Deal with Fexingo, Lucas and Luna dissect a surprising negotiation tactic: asking the buyer for a price match - not from the seller, but from the buyer themselves. The case centers on a B2B SaaS rep who, after being told his product was too expensive, didn't discount. Instead, he asked the procurement director to show him any competitor quote that beat his pricing on a per-user basis. The buyer couldn't produce one. The deal closed at list price. Lucas and Luna explore the psychology of reciprocation, the risk of calling a bluff, and when this move backfires - including a contrasting example from a hardware sale where the buyer actually had a cheaper quote. The episode includes practical rules for when to invite a price match demand versus when to prepare for a walkaway. Specific, tactical, and grounded in real deal dynamics. #ClosingTheDealWithFexingo #Business #Sales #Negotiation #PriceMatch #SalesTactics #Procurement #B2BSales #SaaS #NoDiscount #Reciprocation #BuyerPsychology #SalesStrategy #DealClosure #Revenue #FexingoBusiness #BusinessPodcast #SalesRep 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.

• The Product Leader’s Guide to Buyer PsychologyThe Product Manager · on Buyer psychology82 / 100
• The Physics of Buying: Mastering the "Pull" Framework with Rob SnyderRevenue Science · on Buyer psychology70 / 100
• Using Psychology to Build Better B2B Content | Rai Hyde CornellDigital Banter · on Buyer psychology69 / 100
• Ep 289 // 4 Homepage Mistakes That Quietly Cost You Qualified LeadsSimple SEO and Marketing, Business Growth, Organic Marketing, Copywriting, Online Business, Blogging, Content Creation · on Buyer psychology59 / 100
• 🎙️ 🤝 Getting referrals in a tough market.Best Of Sales Skills Podcast · on Buyer psychology52 / 100
• 222. How to build a GTM strategy that holds in a downturnThe Partnership Playbook · on Buyer psychology40 / 100

• 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