Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Won a Deal with the CEO's Father
In this episode of Closing the Deal, Lucas and Luna dissect a fascinating sales story: how a rep selling enterprise software to a family-owned manufacturer turned a skeptical stakeholder — the CEO's father, a co-founder who had seen it all — into an unexpected champion. The rep didn't pitch features or ROI. Instead, he asked a single question about the company's origin story. That question unlocked a narrative that aligned the legacy stakeholder with the new software. Lucas and Luna break down why legacy stakeholders are often the hardest to convert, how storytelling bypasses…
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