Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Asking for a Third-Party Audit
In this episode, Lucas and Luna examine a surprising sales tactic: a rep at a manufacturing software company who asked a skeptical buyer to pay for an independent third-party audit of the rep's own product. The buyer agreed, the audit validated the software, and the deal closed at full price. They break down how the rep structured the proposal, handled the risk of a negative finding, and turned due diligence into a trust-building tool. The discussion covers why asking for scrutiny can signal confidence, how to frame the cost as a shared investment, and when this tactic works best. No…
The skinny
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