The Rep Who Won by Asking for a Budget Reset

Episode notes

In Episode 96 of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking a buyer to abandon their existing budget and start from scratch. They break down a real case where a mid-market SaaS rep was told 'we have no budget' and turned that into a seven-figure deal by helping the buyer build a new, bigger allocation. Lucas explains the psychology of budget anchoring, when to pull this lever, and the critical mistake most reps make when they hear 'no budget.' Luna pushes back on when the tactic backfires. A fresh angle on negotiation for anyone selling into constrained organizations. #SalesTactics #Negotiation #Budgeting #SaaS #EnterpriseSales #RevenueGrowth #SalesStrategy #Procurement #Business #FexingoBusiness #ClosingTheDeal #BusinessPodcast #SalesRep #ObjectionHandling #ValueSelling #ROI #DealMaking #LucasAndLuna 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.

• Unlocking B2B Sales SuccessTrue Confessions of a Sales Leader · on SaaS Sales75 / 100
• Lessons in differentiation at scale from Sendspark's Bethany StachenfeldThe SaaS Revolution Show · on SaaS Sales
• Mastering Sales Strategies: Tech, Techniques, and Timeless Lessons with Luis Baez - Actionable tips and insightsThe eCom Ops Podcast · on sales tactics

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