Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking the Buyer to Break Their Own RFP Rules
Episode 135 of Closing the Deal with Fexingo tells the story of Sarah, a sales rep selling a warehouse management system to a logistics company. The buyer's procurement policy mandated a three-bid RFP with a 30-day evaluation, but Sarah knew her solution was the only fit. Instead of playing the game, she asked the procurement director to bypass the RFP entirely, arguing the process was designed for commodities, not strategic software. The director agreed, they ran a two-week pilot, and the deal closed in six weeks at full price. Lucas and Luna break down the risks of challenging internal…
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