Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Referral Before the Close
In this episode of Closing the Deal, Lucas and Luna explore a counterintuitive sales move: asking for a referral before the deal is signed. They dissect a real case where a B2B SaaS rep at a mid-market analytics firm, selling to a regional bank, asked the VP of Operations for three names of peers who might benefit from the solution—while the contract was still being reviewed by legal. The move shortened the sales cycle by 40%, increased the deal size by 20%, and unlocked a second close within 30 days. They discuss the psychology behind asking for social proof at the peak of momentum, the…
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