The Rep Who Won by Asking the Buyer to Write the RFP

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 5, 2026 · 8m · transcript

In episode 94 of Closing the Deal with Fexingo, Lucas and Luna break down the counterintuitive strategy of asking a buyer to write your RFP for you. They walk through a real case from a mid-market SaaS company where a rep named Carla was trailing behind two incumbents with stronger relationships. Instead of submitting her own proposal, she asked the buyer to draft the 'perfect RFP' criteria — and then built her entire pitch to exceed it. The result: she flipped a zero-traction deal into a signed contract in three weeks. Lucas and Luna explore why this tactic works, when it…