Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Handle a Prospect Who Keeps Asking for More Demos
In this episode, Lucas and Luna tackle a classic sales frustration: the prospect who schedules demo after demo but never moves toward a decision. Drawing on the work of sales psychologist Dr. Kerry Johnson, they break down why 'demo paralysis' happens and how to reframe the conversation from product tour to business commitment. Lucas shares a specific tactic — the 'decision timeline' — that one rep at a mid-market SaaS company used to close a six-figure deal after seven demos. Luna challenges the reflex to keep adding features and suggests a diagnostic question that forces…
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