Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Turned a Lost Customer Into a Referral Engine
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: turning a lost customer into a referral source. They walk through a real case where a SaaS rep lost a $120K account, then asked the departing client for three referrals—and got two meetings that led to $340K in new business within 60 days. Lucas breaks down the psychological principle behind the tactic (cognitive dissonance and the 'door-in-the-face' effect) and shares a specific script for asking for referrals from clients who just said no. The hosts discuss timing, tone, and…
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