Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How to Handle the Prospect Who Asks for a 30-Day Trial
Episode 24 of Closing the Deal tackles one of the most common and frustrating roadblocks in B2B sales: the prospect who demands a 30-day free trial before committing. Lucas and Luna break down a real case from a mid-market SaaS company where a $120,000 deal was put on hold indefinitely after a trial was granted. They explore why trials often kill deals, the psychology of ownership versus commitment, and alternative strategies that actually close business—like paid pilots, sandbox environments, and outcome-based milestones. The episode also covers how top salespeople reframe the trial request…
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