Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Asking for the Buyer's Internal Champion
In this episode, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to name their internal champion. They dissect a real deal where a software rep, facing a stalled procurement process, turned the tables by requesting the buyer identify who would champion the project internally. This simple question unlocked a hidden layer of decision-making and ultimately closed the sale. Lucas breaks down the psychology behind the move, the risks of asking, and how it repositions the rep from vendor to collaborator. Luna shares a contrasting cautionary tale where the tactic backfired…
The skinny
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