Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How Asking for a Success Metric Turned a Skeptic into a Buyer
In Episode 170 of Closing the Deal, Lucas and Luna unpack a deal that nearly died in procurement — until the rep stopped selling features and asked one question: 'What does success look like in ninety days?' That single ask surfaced a hidden internal skeptic, reframed the entire conversation around a concrete metric, and turned a six-month stall into a signed contract. We trace the exact wording of the ask, why it worked when the ROI spreadsheet didn't, and how to use it without sounding like a consultant cliché. If you've ever felt a deal slip away in the final review…
The skinny
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