Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Saying Nothing
In this 100th episode, Lucas and Luna explore the counterintuitive power of silence in sales negotiations. They dissect a real case where a B2B software rep closed a $2.3 million deal by pausing for a full 17 seconds after the buyer's initial lowball offer — letting the buyer break the silence and ultimately raise their own price. The hosts discuss the psychology behind active silence, why most reps rush to fill gaps, and how to practice the technique without coming across as manipulative. A concrete, tactical episode for anyone who sells.
#SilenceInSales #NegotiationTactics #B2BSales…
The skinny
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