Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How Pausing After Your Price Quote Wins Deals
In episode 38 of Closing the Deal with Fexingo, Lucas and Luna explore one of the most underused techniques in sales negotiation: the strategic pause after stating your price. Lucas breaks down the psychology behind why silence makes buyers feel the weight of their decision, and shares a real-world case from a B2B software deal where a sales rep let a five-figure quote hang in the air for twelve seconds — and closed at full price. They contrast this with the common instinct to fill silence with justifications or discounts, and discuss when a pause can backfire (like with procurement…
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