Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Getting the Buyer to Say No to Themselves
In Episode 127 of Closing the Deal, Lucas and Luna dissect a counterintuitive sales tactic: helping the buyer disqualify their own objections before you ever present a solution. Using a real case from a mid-market SaaS company selling to a skeptical manufacturing CFO, they walk through how the rep systematically pre-empted five deal-killer questions by making the buyer articulate the answers first. The result? A seven-figure deal that closed in 45 days instead of the typical 9-month cycle. Lucas breaks down the psychology behind the technique—why people trust their own reasoning more than a…
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