{"podcast":{"title":"Built Different","slug":"built-different-7728561","podcast_index_feed_id":7728561,"rss_url":"https://feeds.megaphone.fm/PODAGEN4100134995","website_url":null,"image_url":"https://megaphone.imgix.net/podcasts/ea5360fe-02e5-11f1-bd85-ebd52ef144f4/image/8b6fce98272f09d376f88272dc911a9e.png?ixlib=rails-4.3.1&max-w=3000&max-h=3000&fit=crop&auto=format,compress","author":"Marcus Chen","episode_count":267,"summary":"Think most business advice is complete garbage? You're probably right. Built Different cuts through the LinkedIn motivational spam to show you what actually works when you're trying to grow a real company. Join Marcus Chen, who burned out so hard running five restaurants that he sold the whole chain and spent two years figuring out where business advice goes wrong. Now he breaks down the unsexy truth about business growth, entrepreneurship, and scaling without venture capital. No feel good fluff, just the strategies that actually move the needle on lead generation and startup survival. Marcus interviews founders who built profitable companies the hard way, plus shares the mistakes that almost killed his own business. You'll get the real story behind successful businesses, not the sanitized version they post on social media. Each episode digs into specific tactics you can actually use, whether you're just starting out or trying to scale past your first few hires. If you're tired of business podcasts that sound like they were written by a marketing team, this one's for you. Follow Built Different now for multiple new episodes daily that'll change how you think about entrepreneurship.","last_synced_at":"2026-09-17T08:21:51.646659+00:00","page_url":"https://stenobird.com/podcast/built-different-7728561"},"episode":{"title":"How Downselling Psychology Actually Works in Sales","slug":"how-downselling-psychology-actually-works-in-sales","published_at":"2026-09-05T01:15:00+00:00","page_url":"https://stenobird.com/podcast/built-different-7728561/how-downselling-psychology-actually-works-in-sales","show_page_url":"https://stenobird.com/podcast/built-different-7728561","url":"https://traffic.megaphone.fm/PODAGEN9475683864.mp3?updated=1776256525","audio_url":"https://traffic.megaphone.fm/PODAGEN9475683864.mp3?updated=1776256525","summary":"What if the secret to closing more deals isn't pushing harder, but actually offering less? Marcus Chen breaks down the counterintuitive psychology behind downselling and why top salespeople use it to close deals others can't. On Built Different, we explore how saying \"fair enough\" before making a downsell offer dramatically increases acceptance rates, why the reciprocity principle makes customers feel obligated to say yes after multiple accommodations, and how asking for testimonials in exchange for lower pricing creates valuable social proof. You'll learn why most salespeople quit after the first \"no\" while pros typically make 3-5 different downsell attempts, discover the ethical frameworks that separate manipulation from genuine value creation, and understand how to structure downsell offers that customers actually appreciate. 📍 Chapters: [00:00] Introduction with Marcus Chen [01:30] The psychology of \"fair enough\" and why it works [04:00] Reciprocity principle in downselling scenarios [07:00] Trading testimonials and referrals for lower pricing [10:00] The 3-5 attempt framework that actually closes [12:00] Ethical downselling and key takeaways 🔍 Topics: downselling psychology, sales closing techniques, reciprocity principle, sales psychology, ethical selling, sales negotiation ⭐ Ready to close more deals? Follow Built Different for daily episodes packed with sales strategies that actually work. Drop us a 5-star review and let us know which downselling technique you're excited to try - we read every single one! Listen on your favorite app at Built Different ----- Keywords: sales tactics, entrepreneurship, business scaling, real business advice, business systems Learn more about your ad choices. Visit megaphone.fm/adchoices","meta_description":"What if the secret to closing more deals isn't pushing harder, but actually offering less? Marcus Chen breaks down the counterintuitive psychology behind…","key_points":[],"chapters":[],"topics":[],"duration_seconds":1018,"processing_state":"not_requested","actions":[{"name":"request_transcript","method":"POST","url":"https://stenobird.com/v1/public/podcasts/built-different-7728561/episodes/how-downselling-psychology-actually-works-in-sales/transcription-requests","description":"Idempotently request low-priority transcript generation for this episode."},{"name":"read_markdown","method":"GET","url":"https://stenobird.com/podcast/built-different-7728561/how-downselling-psychology-actually-works-in-sales.md","description":"Read the agent-friendly Markdown representation of this episode resource."}]}}