Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators / The Rep Who Won by Asking for a No-For-Now
Transcript
- Lucas: So there's a moment in every deal where you've done everything right. You've mapped the criteria, you've built the champion, you've handled the objections. And the buyer still won't say yes. Luna: That's the moment most reps push harder. And it's usually the moment the deal dies. Lucas: Exactly. Today I want to talk about a rep who did the opposite. Instead of pushing for a yes, he asked the buyer for a no. Luna: A no? That seems like the fastest way to kill a deal. Lucas: Not a hard no. A no for now. The phrase is simple: 'Would it be easier to say no for now?' And it's surprisingly powerful. Luna: I've heard of that trick, but I've never seen it in the wild. What's the story? Lucas: So this is from a friend of mine who sells manufacturing software. Mid-market deals, around a hundred fifty thousand dollars annual contract value. He'd been chasing a prospect for four months. The champion was on board, the demo went well, the ROI numbers were solid. Luna: Classic late-stage stall. What was the blocker? Lucas: That's the thing. He couldn't get a straight answer. Every email got a 'we're still evaluating.' Every call got rescheduled. He knew the buyer wasn't going to move, but he couldn't get them to say why. Lucas: So on one of those calls, instead of asking 'what's holding you back,' he said, 'We've been at this for a while. Is it easier for you right now to just say no for now?' And the buyer went quiet for a moment. Luna: I bet. That's not a question buyers expect. Lucas: The buyer sighed and said, 'Honestly, yes. Our CFO just froze all new software spend until next quarter. I didn't want to tell you because I was hoping it would change.' Luna: Wow. So by giving him permission to say no, he got the real objection. Lucas: And that's the whole point. The no for now isn't a defeat. It's a diagnostic tool. It removes the social pressure that keeps buyers from telling you the truth. Luna: Right. Because most buyers won't say no to your face. They'll just ghost you or say 'maybe' forever. Lucas: And 'maybe' is the worst outcome for a rep. You can't forecast on maybe. You can't allocate resources to maybe. But when you get a real no, you at least know where you stand. And you might be able to do something about it. Luna: So what did he do with that information? Lucas: He didn't just say 'okay, call me next quarter.' He asked the buyer a follow-up question: 'If the freeze were lifted, would you be ready to move forward?' And the buyer said yes. Lucas: That's the crucial step. The buyer just told him that the deal wasn't dead, it was just delayed. So my friend asked a second question: 'What would need to be true for the freeze to lift early?' The buyer didn't know, but he agreed to introduce him to the CFO. Luna: Oh, that's clever. He turned a no into an introduction. Lucas: Exactly. He didn't push. He used the no for now to get closer to the real decision-maker. And that introduction changed everything. Luna: Because the CFO was the one who had the objection, right? Lucas: Right. The champion was sold, but the CFO had a budget problem. And my friend was able to have a direct conversation about what the CFO actually needed. It turned out there was a different budget line they could use if the software was positioned as a cost-saving measure rather than a new expense. Lucas: So three weeks later, they closed. Not because he pushed, but because he asked for a no and then learned what he needed to do. Luna: So the no for now is really about creating space for honesty. It's like a pressure-release valve. Lucas: That's a perfect way to put it. And it's not just for stalled deals. You can use it earlier in the process too. I've seen reps use it after a demo when the buyer is lukewarm. Just ask: 'Is this something you see yourself using, or is it easier to say no for now?' Luna: And that would force the buyer to either commit or give you a reason to work with. Lucas: Exactly. But you have to be ready for the possibility that they take you up on it. If you ask for a no and they say 'yeah, actually, this isn't the right fit,' you can't argue. You have to respect it. Luna: That's the risk. It's a real question, not a fake one. Lucas: Right. If you ask it as a manipulative trick, buyers will see through it. You have to genuinely be okay with a no. But here's the thing: if they say no for now, you haven't lost anything. You've just saved yourself months of chasing a ghost. Luna: And you can always follow up later. A no for now leaves the door open. It's not a no forever. Lucas: That's the beauty of it. You're not burning the bridge. You're actually strengthening it, because you've shown the buyer that you're not going to pressure them. That builds trust. And trust is what gets you the call when the situation changes. Luna: So how do you know when to ask the no for now? Is there a signal? Lucas: I'd say the biggest tell is when you're doing all the chasing. If you're sending three emails to get one reply, and every reply is 'we're still thinking about it,' that's a sign. Also, if you've given them everything they asked for — pricing, references, a pilot plan — and they still haven't moved, it's time. Luna: So basically, when the deal is stuck and you don't know why. Lucas: Exactly. And it's also useful when you have a suspicion that the buyer is just being polite. You know, they say 'this is great' but they never introduce you to anyone else. That's a buyer who's afraid to say no. Luna: And if they say yes to no for now, you can ask that follow-up about what would change their mind. That's gold. Lucas: It is. But you have to be careful not to turn it into an interrogation. One follow-up is fine. Maybe two. But if they say no for now and you keep pushing for reasons, you've just violated the spirit of the question. Luna: So it's a delicate balance. You want the truth, but you don't want to make them feel cornered. Lucas: Right. And that's actually a good segue to something I've been thinking about. We spend a lot of time on this show talking about specific tactics, and I feel like we're able to do that because we're not constrained by sponsors or ad reads. That freedom is pretty rare in business media. Luna: Yeah, we're never trying to sell you something in the middle of a negotiation story. It's just the two of us, the research, and the conversation. Lucas: And if that's been valuable to you, whether it's helped you close a deal or just think differently about a tricky buyer, the only way we keep this ad-free is through listener support. If you've ever thought about buying us a coffee, the link is buy me a coffee dot com slash fexingo. Luna: It's a small gesture, but it genuinely keeps the lights on. And we appreciate every single one of you who's done it. Lucas: Alright, back to the no for now. Let's talk about the script. How do you actually phrase it without sounding like you're giving up? Luna: I've heard versions like 'Would it be helpful if we paused this?' or 'Is this the right time, or would you rather we check back later?' Lucas: Yeah, but I like the direct version because it names the elephant in the room. Something like: 'It feels like we're both putting in effort here, but maybe the timing isn't right. Is it easier to say no for now?' Luna: That's honest. It shows you're paying attention to the dynamic, not just pushing your agenda. Lucas: And if they say yes, you say: 'No problem. When would be a good time to check back?' That sets a clear path for the future without any awkwardness. Luna: So it's not just a tactic, it's also a relationship tool. You're showing respect for their situation. Lucas: Exactly. And that's why it works. Buyers are human. They want to be treated like humans, not like obstacles. When you give them an out, they're more likely to let you in. Luna: I think that's the takeaway. The no for now isn't about losing. It's about finding out where you actually stand so you can make a smart decision. Lucas: And sometimes, that smart decision is to walk away and focus on deals that can actually close. That's a win too, even if it doesn't feel like one in the moment.