Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How The CFO's Third Question Closes Enterprise Deals
Episodes one hundred ninety-five and one hundred ninety-six covered the first two questions a CFO asks during an enterprise negotiation. This episode drills into the third question, which is often the most dangerous: 'What happens if this fails?' We explore how to answer the failure scenario without undermining confidence, using a specific case from a major software vendor in September twenty twenty six. You will learn how to reframe risk not as a probability of loss, but as a cost of inaction, keeping your price intact while giving the buyer the psychological safety they need to…
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