Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking the Buyer to Build the Business Case
In episode 128 of Closing the Deal with Fexingo, Lucas and Luna dissect a real sales scenario where a rep closed a six-figure SaaS deal by turning the business case back on the buyer. The rep didn't bring ROI calculators or pitch decks. Instead, she asked the procurement director at a mid-sized logistics firm to build their own internal justification, using their own data, their own cost centers, and their own approval thresholds. The result: the deal moved from stalled to closed in 11 days. Lucas breaks down the psychology — why asking the buyer to do the math creates ownership and…
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