How One Rep Won by Asking the Buyer to Set the Implementation Date

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Jul 27, 2026 · 8m · transcript

In episode 136 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive closing tactic: asking the buyer to schedule the implementation meeting before the contract is signed. They break down a real-world case where a B2B software rep turned a stalled deal into a closed-won by getting the buyer to commit to a kickoff date. The hosts discuss why this forces psychological commitment, reduces post-sale remorse, and accelerates the procurement process. They also share a cautionary tale of a rep who lost a deal by skipping this step. Plus, a quick interlude on how listener…