Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Telling the Buyer What They Didn't Want
In this episode of Closing the Deal, Lucas and Luna break down a counterintuitive sales tactic: the 'anti-presentation.' They tell the story of a B2B SaaS rep selling construction project management software to a mid-sized general contractor. Instead of pitching features, the rep spent the first 30 minutes listing everything the software would NOT do—no mobile offline mode, no QuickBooks integration, no native budgeting module. The buyer, expecting a polished pitch, was thrown off. But by front-loading the deal-breakers, the rep built credibility, forced the buyer to prioritize, and…
The skinny
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