Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Won a Deal by Paying the Buyer
Episode 85 of Closing the Deal with Fexingo. Lucas and Luna break down a real sales story: a SaaS rep at a data-analytics company won a $450,000 contract by offering to pay the buyer's team a 'switch bonus' — a cash incentive for employees who completed the migration. The twist: the rep framed it as a way to accelerate adoption, not a bribe. The episode explores the psychology of switching costs, the ethical tightrope, and why asking 'What would make this a no-brainer for your team?' unlocked a deal that had stalled for six months. Lucas contrasts the approach with…
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