The Rep Who Won by Asking for the Buyer's Implementation Timeline

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators · Aug 15, 2026 · 8m · transcript

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a sales negotiation tactic that often gets overlooked: asking the buyer to commit to a specific implementation timeline before the contract is signed. They break down a real-world case where a rep at a mid-sized software company used this simple question to uncover hidden objections, accelerate the decision, and ultimately win a deal that had been stalled for months. The conversation covers why timeline questions reveal budget cycles, internal priorities, and potential roadblocks that buyers haven't voiced, and how…