Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Reveals If a Buyer Is Lying About Competitors
Episode 54 of Closing the Deal with Fexingo: Lucas and Luna dissect a single, high-leverage question that exposes when a prospect is bluffing about a competitor's offer. They walk through a real deal where a rep was told a rival was 'half the price' — and how asking 'What specifically is structured differently?' revealed the buyer was comparing apples to oranges. The episode covers why most reps accept competitor claims at face value, the psychology of buyers who bluff, and a three-step framework to pressure-test any competitive objection without sounding combative…
The skinny
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