Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Used Silence to Save a Six-Figure Deal
In Episode 23 of Closing the Deal, Lucas and Luna break down a specific moment in negotiation that most salespeople get wrong: what to do after you state your price. They walk through a real case where a SaaS account executive named Priya closed a $180,000 annual contract simply by not speaking after her final number. Lucas explains the neuroscience behind the silence — why the prospect's brain interprets the pause as confidence, not awkwardness. Luna shares why she thinks most reps talk themselves out of deals because they feel the need to fill dead air. They discuss the difference…
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