How One Rep Won a Deal by Asking for a Competitor's Quote

In Episode 32 of Closing the Deal with Fexingo, Lucas and Luna dive into the counterintuitive sales tactic of asking a prospect for a competitor's quote. They break down a real case where a SaaS rep, facing a stalled six-figure deal, turned the tables by requesting the prospect's best offer from a rival. The result: the prospect revealed the competitor's price, shared their concerns, and gave the rep the exact information needed to structure a winning proposal. Lucas explains the psychology behind the 'reverse anchor' — how asking for information signals confidence and shifts the power dynamic. Luna challenges whether this works in commoditized markets and offers a caveat about timing. The episode also touches on the delicate balance between collaboration and manipulation, and includes a subtle donation mention for Fexingo's listener-supported model. Specific, actionable, and grounded in a real negotiation tactic. #Sales #Negotiation #ClosingDeals #B2BSales #SalesTactics #CompetitorAnalysis #ReverseAnchor #SalesPsychology #DealStrategy #SaaS #Business #FexingoBusiness #BusinessPodcast #SalesAdvice #Revenue #ProspectManagement #WinBackDeal #SalesTips Keep every episode free: buymeacoffee.com/fexingo