Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Bad Review
In Episode 80 of Closing the Deal, Lucas and Luna dive into a counterintuitive closing tactic: a sales rep who won a major deal by explicitly asking the buyer to share their biggest criticism. They walk through the actual negotiation—a $2.3 million enterprise software deal with a skeptical CTO—and explain why inviting negative feedback built more trust than any feature demo could. The episode breaks down the psychology behind the ask, the exact phrasing used, and why most reps are too afraid to try it. Plus, a quick discussion on how this tactic applies to renewals and upselling. By the end…
The skinny
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