Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Asking the Buyer to Audit Their Own Spend
Episode 106 of Closing the Deal with Fexingo. Lucas and Luna dive into a counterintuitive sales tactic: asking the buyer to audit their own existing spend. They walk through a real-world case where a B2B SaaS rep, facing a skeptical procurement director, asked the buyer to pull a full year of invoices across the category. Two things happened: the buyer discovered $200,000 in redundant software licenses, and the rep's solution, which cost $150,000, suddenly looked like a 25% savings. They discuss why this approach works—it reframes the conversation from cost to value, builds trust, and…
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