How a Rep Won by Asking the Buyer to Write a Case Study

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 28, 2026 · 6m · transcript

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to commit to a written case study before the deal closes. The hosts break down a real-world example from a B2B analytics company where a sales rep named Jamie used this approach to turn a stalled negotiation into a signed contract. Lucas explains the psychological principle of commitment and consistency—how getting the buyer to invest in the story of the partnership creates mutual accountability. Luna questions the risks of asking for such a big favor before the ink is…