Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking to Be Second-Choiced
Episode 77 of Closing the Deal with Fexingo. Lucas and Luna unpack a counterintuitive closing tactic: a SaaS rep who, facing a prospect already leaning toward an incumbent, asked to be placed second — and then systematically closed the gap. They walk through the psychology of the 'second-choice' ask, the data behind vendor-switching costs, and how the rep used the incumbent's weaknesses to create a new evaluation. If you've ever lost a deal before you even got a fair hearing, this one's for you.
#SecondChoice #SalesTactic #VendorSwitch #ClosingTheDeal #SaaSsales…
The skinny
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