How One Rep Won by Asking for a 90-Day Pilot

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 13, 2026 · 8m · transcript

In this episode of Closing the Deal, Lucas and Luna break down the counterintuitive strategy of asking for a short-term pilot to close a deal. They examine a real-world case where a SaaS rep turned a stalled $2.3 million enterprise negotiation into a win by proposing a 90-day, paid proof-of-concept. The hosts discuss why pilots reduce buyer risk, how they shift the conversation from 'if' to 'when,' and the specific conditions under which this tactic works—and when it backfires. Lucas explains the psychology of commitment and consistency, while Luna questions whether pilots…