The Sales Rep Who Won by Asking for a Smaller Contract

Episode notes

In this episode of Closing the Deal with Fexingo, Lucas and Luna dive into a counterintuitive sales tactic: winning a deal by asking for a smaller contract. They explore a real case where a software sales rep, facing a procurement roadblock over a $120,000 annual deal, offered to split it into a $36,000 pilot with a three-month cancellation clause. The buyer took the pilot, expanded usage, and within six months the contract grew to $140,000 - more than the original ask. Lucas and Luna break down the psychology behind this approach, why it works against 'loss aversion' and committee paralysis, and when it might backfire. They also discuss how this tactic reframes trust and momentum over upfront revenue, and why the best sales move is sometimes to make the deal smaller before it gets bigger. If you've ever been told 'the price is too high' or 'we need to think about it,' this episode offers a specific, repeatable strategy to move the deal forward.

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