Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Telling the Buyer They Were Wrong
In this episode of Closing the Deal, Lucas and Luna dive into a counterintuitive sales move: winning a deal by respectfully telling the buyer they're wrong. They analyze a real case where a software sales rep named Jenna challenged a prospect's flawed RFP assumptions, shifting from price to value, and ultimately closed a $2.3 million contract. The hosts discuss when this tactic works, the psychology behind it, and how to avoid sounding arrogant. They also touch on the power of framing objections as opportunities for education, drawing parallels to negotiations in M&A and consulting…
The skinny
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