Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use the Contrast Principle to Close More Deals
- Published
- June 27, 2026
- Duration
- 11:07
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses Episode 78 of Sales Leadership with Fexingo dives into the contrast principle — a cognitive bias whe…
Summary
Episode 78 of Sales Leadership with Fexingo dives into the contrast principle — a cognitive bias where people judge options relative to one another rather than in absolute terms. Lucas and Luna break down how sales reps can ethically use contrast to influence deal size, package selection, and price anchoring. They use real examples: a SaaS company that in…
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Show notes
Episode 78 of Sales Leadership with Fexingo dives into the contrast principle — a cognitive bias where people judge options relative to one another rather than in absolute terms. Lucas and Luna break down how sales reps can ethically use contrast to influence deal size, package selection, and price anchoring. They use real examples: a SaaS company that increased average deal size by 30% by presenting three tiers instead of two, and a car dealership that trains reps to show the most expensive mod