How One Rep Closed by Asking the Buyer for a Competitor Comparison

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 2, 2026 · 8m · transcript

Episode 88 of Closing the Deal with Fexingo dives into a counterintuitive sales move: asking your prospect to compare your solution against the competition — on the record. Lucas and Luna break down a real case from a B2B SaaS rep who, facing a stalled deal, handed the buyer a blank spreadsheet and asked them to score each vendor across six criteria. The buyer's own grid exposed that the rep's product actually won on the dimensions that mattered most to the internal stakeholders — something the rep's own pitch had been getting wrong. The episode walks through the exact script…