How Sales Reps Can Use the Endowment Effect to Close Faster
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams · 2026-06-18 · 11 min
Episode notes
In this episode of Sales Leadership with Fexingo, Lucas and Luna explore the endowment effect—a behavioral bias where people overvalue what they already own—and how sales reps can use it ethically to accelerate deals. Lucas breaks down a 2024 study showing that giving prospects a free trial of a premium feature for two weeks increased conversion by 34 percent compared to control. Luna pushes back on whether free trials can backfire, and Lucas shares a real case from a SaaS company that turned 30-day trials into 60-day 'experience periods' and saw a 22 percent lift in closed-won revenue. They discuss specific tactics: handing prospects a sample deliverable, getting them to customize a demo environment, and using 'loss framing' in follow-ups. The episode closes with Lucas and Luna acknowledging that listener support through buy me a coffee dot com slash fexingo keeps the show ad-free and sustainable. If you sell anything that can be tried, experienced, or partially delivered before the full commitment, this episode offers a concrete psychological lever to move deals forward.