Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Getting the Buyer to Fire a Vendor
In Episode 115 of Closing the Deal with Fexingo, Lucas and Luna break down a real sales scenario where a rep won a six-figure contract by helping the buyer see they were overpaying an incumbent—and then guiding them to fire that vendor. The hosts walk through the specific discovery questions the rep asked, the ROI calculation that made the buyer uncomfortable, and why the rep offered to help draft the termination notice. A masterclass in value-driven displacement selling. Plus: how to turn a buyer's sunk-cost loyalty into your advantage. No fluff. One concrete tactic you can use…
The skinny
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