Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How Asking for the Cost of Inaction Won the Deal
In episode 174 of Closing the Deal, Lucas and Luna unpack a procurement stalemate that broke only when the rep asked a deceptively simple question: 'What does it cost you to do nothing?' The case: a mid-sized logistics company that had been sitting on a software proposal for six months while its manual dispatch process bled an estimated forty thousand dollars per quarter in overtime and missed pickups. Lucas walks through how the rep turned that soft, unspoken number into a hard line item on the buyer's own spreadsheet, shifting the conversation from price per seat to cost of…
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