How One Sales Rep Closed a Deal by Sending a Price Increase

Episode 12 of Closing the Deal with Fexingo explores a counterintuitive B2B sales strategy: using a price increase as a closing lever. Lucas and Luna break down a real case where a SaaS rep at a cybersecurity firm had a deal stalled at the proposal stage for six weeks. Instead of offering a discount or another follow-up call, the rep sent the prospect a formal notice of a 12% price increase effective in 10 days. This triggered a flurry of internal approvals and the deal closed at the original price within a week. The hosts unpack the psychology behind the tactic—loss aversion, urgency without discounting, and the power of a legitimate deadline—and discuss when it works versus when it backfires. They also address the risks: alienating buyers, burning relationships, and the ethical line between urgency and pressure. Specific call-outs: the 10-day window, the '30% close rate' internal stat the rep's company later tracked, and how the tactic fared against enterprise procurement cycles. No fluff, just real sales strategy. #B2BSales #SalesStrategy #ClosingDeals #PriceIncrease #SalesPsychology #LossAversion #SaaS #Negotiation #SalesTactics #ProposalStage #Urgency #ObjectionHandling #SalesEnablement #RevenueGrowth #Business #SalesTips #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo