Closing the Deal with Fexingo · 2026-08-23 · 7 min
On this episode of Closing the Deal, Lucas and Luna break down a deal where the sales rep didn't push back on a discount request - they leaned in. The case: a mid-market SaaS deal worth $180,000 annually, where the buyer asked for a 20 percent cut. Instead of haggling, the rep asked a single question that changed the negotiation: 'What would you do with the savings?' That question uncovered a competing project the buyer wanted to fund, and the rep used it to shift the conversation from price to value. We walk through the exact phrasing, the psychology of why it works, and the math that turned a discount into a bigger deal. Plus, we get into the trap of anchoring on the sticker price and how to reframe the ask. If you've ever felt cornered by a discount request, this episode gives you a concrete move to flip it. And as always, we keep it ad-free thanks to listener support - if this helps, buy us a coffee at buy me a coffee dot com slash fexingo.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
Beneath the Surface: Selling to Emotions, Not Just Logic with Ash KhalekPillar Talk · on Value selling87 / 100
How to Handle a Prospect Who Asks for a DiscountSales Leadership with Fexingo · on Value selling78 / 100
Modern Strategies for B2B Pricing in SaaS with Roee HartuvRev Ops Revolution, SaaS, Go To Market, Startups, Tech Growth Revenue Operations Conversations · on Value selling68 / 100
Aligning KPIs Across Departments w/Robin SchweitzerCloseMode: The Enterprise Sales Show · on Value selling61 / 100
How to Work Less and Sell More with Carolina Chavez | E115Winning Streaks · on Value selling54 / 100
What the Top 1% of Sellers Do Differently | Ross Rich (CEO, Accord)The GTMnow Podcast · on Value selling
The Art of the Silent Close88 / 100How to Close Without Asking for the SaleHow Price Anchoring Wins Complex B2B DealsHow Asking for the Second Signature Wins DealsHow The Final Email Wins Enterprise Deals