Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Mapping the Buyer's Decision Criteria
In episode 140 of Closing the Deal with Fexingo, Lucas and Luna unpack a powerful but underused sales technique: asking the buyer to explicitly map and weight their decision criteria. They follow a real-world case—a mid-market manufacturing company evaluating three ERP vendors—where one sales rep took the risk of asking each member of the buying committee to write down their top priorities and assign a percentage weight. The result? A tailored proposal that addressed the CIO's concern about integration timelines and the VP of Operations' focus on training costs. Lucas and Luna break…
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