How One Rep Won by Asking the Buyer Their Timeline

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 13, 2026 · 7m · transcript

In this episode of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer about their timeline and then deliberately slowing things down. They break down a real-world case where a SaaS rep at a mid-market CRM company was facing a procurement stall and a skeptical VP. Instead of pushing for a close, the rep asked the buyer to walk through their internal approval process and timeline — and then offered to delay the demo by two weeks to let the buyer build internal consensus. The result was a faster close, a larger deal, and no discount. Lucas and Luna discuss…