Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Doubled Our Deal Size
In Episode 50, Lucas and Luna explore a counterintuitive sales technique: instead of asking 'What's your budget?', ask 'What would a successful outcome look like for you?' They break down a real case where a SaaS rep used this single question to expand a deal from $40,000 to $95,000 in annual recurring revenue. The episode walks through the psychology behind the question, how it shifts the buyer from price-fixing to value-scoping, and the exact phrasing to use. Lucas shares data from a study of 200 B2B sales calls showing that reps who ask outcome-focused questions…
The skinny
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