Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a Yes-or-No
In episode 97 of Closing the Deal with Fexingo, Lucas and Luna break down a counterintuitive sales tactic: the forced binary choice. They examine a real case where a SaaS rep at a mid-market cybersecurity firm had been chasing a $400,000 deal for nine months with no decision. The buyer kept asking for more demos, more references, more paperwork. Finally, the rep sent a one-sentence email: 'Are you ready to move forward or not? No further presentations. Just a yes or no.' The buyer replied 'yes' within an hour, and the deal closed three days later. Lucas explains the…
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