Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Time Machine
What do you do when a buyer says 'we would have bought this last year, but now the budget is gone'? Most reps walk away. This episode unpacks the true story of a B2B SaaS rep who didn't. Instead, she asked the buyer to reconstruct the timeline of when the need first emerged, who else was involved, and what changed. That one question reopened a closed door. We trace the logic: by anchoring the conversation to a past moment of urgency, the rep bypassed the 'no budget' objection and got the buyer to co-create a path back to yes. We also cover the psychological principle…
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