Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won a Deal by Training the Buyer on Price
In Episode 49 of Closing the Deal, Lucas and Luna examine a counterintuitive sales tactic: teaching the buyer how to justify your price internally. They break down a real case where a SaaS sales rep spent two hours walking a procurement team through a total-cost-of-ownership model — not to defend the price, but to equip the buyer with the language and spreadsheets they needed to sell the deal to their own CFO. The result? A contract that had stalled for six weeks closed in three days. Lucas and Luna discuss when this works, when it backfires, and the one signal that tells you the buyer is…
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