Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Turn Competitor FUD Into Your Advantage
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle a painful scenario every quota carrier faces: the prospect who drops competitor FUD (fear, uncertainty, doubt) late in the deal. Lucas shares a specific framework from sales psychologist Dr. Geoffrey James called the 'FUD-Buster Sequence' — a four-step conversational pattern that turns third-party fear-mongering into a buying signal. They walk through a real example: a SaaS rep at a CRM company facing claims that the competitor is 'more enterprise-ready' and 'has better AI features.' Lucas…
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