Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won a Deal by Asking the Buyer to Fire a Supplier
In this episode, Lucas and Luna explore a counterintuitive sales move: asking a prospect to fire an existing supplier before letting them buy. They break down a real case where a software sales rep, facing a procurement freeze, turned a 'not now' into a 'yes' by reframing the decision as a question of loyalty vs. results. The episode dives into the psychology of supplier inertia, the power of a forced trade-off, and why sometimes the best close is making the buyer feel the pain of not changing. Specific numbers and script snippets included. If you've ever been stalled…
The skinny
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