Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Use The Decoy Effect To Close More Deals
- Published
- June 21, 2026
- Duration
- 10:13
- Summary source
- description
- Last updated
- Jul 5, 2026
Discusses Episode 66 of Sales Leadership with Fexingo explores the decoy effect — the cognitive bias where add…
Summary
Episode 66 of Sales Leadership with Fexingo explores the decoy effect — the cognitive bias where adding an inferior third option makes a middle option look more attractive. Lucas and Luna break down how B2B sales teams can design pricing and package tiers to steer buyers toward the preferred deal without pressure. Using real-world examples from The Econom…
Intelligent Report
Sign in to read teasers, or upgrade to Research Pro to commission intelligent report for this episode. Learn more →
Show notes
Episode 66 of Sales Leadership with Fexingo explores the decoy effect — the cognitive bias where adding an inferior third option makes a middle option look more attractive. Lucas and Luna break down how B2B sales teams can design pricing and package tiers to steer buyers toward the preferred deal without pressure. Using real-world examples from The Economist's famous subscription test to modern SaaS pricing, they explain how to ethically deploy a decoy in proposals and negotiations. Lucas shares