Closing the Deal with Fexingo · 2026-07-10 · 8 min
In this episode, Lucas and Luna dissect a counterintuitive sales strategy: holding firm on price and refusing to offer a discount - and still winning the deal. They examine a real-world case where a software sales rep walked into a negotiation where the buyer demanded a 15 percent cut, and instead of caving, the rep offered to unbundle features and adjust scope, keeping the per-unit price intact. The hosts break down why discounting often signals weakness, how anchoring on value rather than price changes the buyer's frame, and the specific language the rep used to reframe the conversation. They also touch on the psychology of loss aversion and why buyers often respect a rep who says no respectfully. The episode includes a brief, natural donation segment. Perfect for sales professionals and business operators looking for concrete negotiation tactics. #Sales #Negotiation #Business #PricingStrategy #NoDiscount #ValueSelling #LossAversion #SoftwareSales #B2B #SalesPsychology #Revenue #Conviction #BuyerBehavior #DealClosure #SalesTactics #FexingoBusiness #BusinessPodcast #ClosingTheDeal Keep every episode free: buymeacoffee.com/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
How a Solo Dev Hit 10K MRR by Tripling Prices OvernightThe Indie Hacker Podcast with Fexingo · on Price anchoring75 / 100
Growth: Using Consumer Psychology to Drive More Conversions with Colin HodgeKeep Optimising · on Price anchoring70 / 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
How Consumers Really Make Decisions with Dan ArielyGrowth Manifesto Podcast · on Price anchoring65 / 100
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