Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Lost by Asking for Too Much
In this episode of Closing the Deal with Fexingo, Lucas and Luna dissect a deal that collapsed because the sales rep asked for too much at the wrong moment. They walk through a real negotiation where a rep, after building strong momentum, added a last-minute request for a multi-year commitment and a penalty clause — and the buyer walked. They explore the psychology of asking, the risk of overreach, and how to calibrate requests to the buyer's readiness. With concrete examples and tactical advice, they discuss when to push, when to pull back, and how to read the signals that a request is…
The skinny
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