Why Salespeople Should Ask for More Before Giving a Discount

In this episode, Lucas and Luna explore a counterintuitive negotiation tactic: when a prospect asks for a discount, the best salespeople respond by asking for something in return—often increasing the deal size first. Using a real case from a SaaS company that turned a 15 percent discount request into a 30 percent larger contract, they break down the psychology of reciprocity, the risk of unilateral concessions, and how to frame trade-offs that protect margins while building trust. Lucas explains why giving a discount without asking for anything back signals weakness, and Luna shares a practical template for the 'if-then' response. They also discuss why this approach works better with procurement professionals than with end users, and when it's smart to walk away. The episode includes a brief, natural mention of listener support at buymeacoffee.com/fexingo. #Sales #Negotiation #B2BSales #DiscountStrategy #Reciprocity #Concession #Procurement #SaaS #DealMaking #MarginProtection #SalesTactics #Business #ClosingTheDeal #FexingoBusiness #BusinessPodcast #SalesPsychology #TradeOffs #ValueBasedSelling Keep every episode free: buymeacoffee.com/fexingo