How to Use the Decoy Effect in Enterprise Sales

Episode 96 of Sales Leadership with Fexingo breaks down the decoy effect—a pricing psychology tactic that can shift buyer preference without changing your core offer. Lucas and Luna walk through a real-world example from The Economist's subscription test, then translate the principle into enterprise sales contexts: how to present tiered options where the middle option becomes an anchor, not the target. They discuss when decoys backfire (e.g., with sophisticated procurement teams), how to test decoy pricing ethically, and why the best decoy often isn't a third tier but a deliberately unpalatable scope variation. No fluff—just a sharp, actionable framework for quota carriers and sales managers. Recorded July 6, 2026. #DecoyEffect #PricingPsychology #EnterpriseSales #SalesStrategy #NegotiationTactics #B2BSales #SalesLeadership #QuotaCarrier #RevenueGrowth #Procurement #TheEconomist #DanAriely #PredictablyIrrational #SalesTraining #Fexingo #FexingoBusiness #BusinessPodcast #SalesPodcast Keep every episode free: buymeacoffee.com/fexingo