Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Use the Decoy Effect in Enterprise Sales
- Published
- July 6, 2026
- Duration
- 9:07
- Summary source
- description
- Last updated
- Jul 26, 2026
Discusses Episode 96 of Sales Leadership with Fexingo breaks down the decoy effect—a pricing psychology tactic…
Summary
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 …
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Show notes
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 de