How One Sales Rep Won by Letting the Buyer Name the Price

Episode notes

In episode 105 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: letting the buyer name their own price. They unpack a real case from 2023 where a B2B SaaS rep, facing a stalled deal, asked the procurement director to write down a number they'd feel comfortable with. The result? A deal closed at 8% above the rep's floor - with zero negotiation friction. The hosts break down the psychology behind the move, the conditions that make it work, and why it's not a surrender but a strategic frame reversal. Plus: how one listener used a similar approach on a consulting engagement and walked away with a 15% higher rate. This episode is a masterclass in trust, anchoring, and the surprising power of giving the other side the pen. #SalesTactics #NegotiationStrategy #B2BSales #BuyerPsychology #ClosingTechniques #Procurement #SaaS #RevenueGrowth #SalesTraining #DealMaking #TrustInSales #AnchoringBias #PriceNegotiation #ConsultingSales #Business #SalesPodcast #FexingoBusiness #BusinessPodcast 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.

• How Fortune 500s Negotiate Vendor Data Resale RightsEnterprise Tech with Fexingo · on Procurement negotiation89 / 100
• The End of Discounting Games: A Transparent Approach to Pricing and NegotiationThe B2B BRAND180 Podcast with Linda Fanaras · on Procurement negotiation73 / 100
• The Executive Lens on Pricing, Value, and Growth with Charlton EvansIf Prices Could Talk · on Procurement negotiation70 / 100
• Incentivized Gift Card LinkedIn Ads - Pros, Cons & Best PracticesSaaS Marketing Superstars · on B2B SaaS sales65 / 100
• How to Scale Technical B2B Sales in Poland Without Burning Out Your EngineersArchitecture of Sales · on B2B SaaS sales35 / 100
• How Top Reps Use the Loss Aversion Principle in NegotiationsSales Leadership with Fexingo · on Procurement negotiation

• 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