Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking the Buyer to Talk to Their Competitor
In episode 119 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales move: asking a prospect to speak with a competitor before buying from you. They walk through a real case of a B2B SaaS rep selling a $150k annual contract for marketing analytics. The buyer was down to two finalists — the rep's company and a well-known incumbent. Instead of pushing features or pricing, the rep said: 'Before you decide, call my competitor's customer success team and ask about churn.' The buyer did, learned the competitor had a 35% churn rate among companies of…
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