Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a No-For-Now
On the 150th episode of Closing the Deal, Lucas and Luna dig into a counterintuitive close: the sales rep who asked the buyer for a 'no' instead of a 'yes.' The buyer was a skeptical COO who had stalled three vendors for six months. By reframing the ask — inviting the buyer to say no for now, keeping the door open — the rep broke the standoff, got a candid list of objections, and closed within five weeks. Lucas walks through the psychology of loss aversion and the 'door-in-the-face' effect, while Luna pushes on whether this works outside enterprise software. They…
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