Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking the Buyer to Fund a Pilot
In this episode, Lucas and Luna unpack a sales negotiation tactic that flips the usual pilot request on its head: rather than asking the buyer to cover the full cost of a pilot, the rep asked the buyer to fund a small, incremental piece of it. They walk through a real case from a mid-market SaaS company where the rep proposed a pilot budget of $15,000, with the buyer covering just $5,000 as a 'commitment fee' and the rep's company absorbing the rest. The move changed the dynamic from a vendor asking for a chance to a partner sharing risk, and it revealed the buyer's true…
The skinny
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