Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Uncovers Hidden Budget
In episode 29 of Closing the Deal, Lucas and Luna break down a single question that top sales reps use to uncover budget prospects are hiding. Using a real example from a $450,000 SaaS deal that almost died on the price objection, they show how asking 'What would need to be true for this to fit your budget?' changed the conversation and saved the deal. They analyze why this works psychologically—it shifts from confrontation to problem-solving, and it forces the prospect to reveal constraints they weren't sharing. Lucas shares research from Gong showing that deals where this…
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