Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a No
In this episode of Closing the Deal, Lucas and Luna break down a counterintuitive closing technique: asking the buyer to say no. They walk through the story of a SaaS rep who, after months of stalled negotiations, turned the deal around by giving the prospect explicit permission to walk away. The hosts explore the psychology behind the approach, the data on loss aversion in B2B sales, and why the best closers are often the ones most comfortable with rejection. They also discuss when this tactic backfires and how to read buyer signals. A practical, research-backed episode for anyone who sells…
The skinny
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