Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for the No
In Episode 125 of Closing the Deal, Lucas and Luna unpack a counterintuitive sales tactic: asking the buyer for a 'no' instead of a 'yes.' They explore how one SaaS rep, Jenna Cortez, turned a stalled seven-figure deal around by explicitly inviting the procurement director to reject her proposal. Jenna's approach, rooted in behavioral psychology, forced the buyer to articulate their real objections and overcome cognitive dissonance. Lucas explains the research behind 'commitment and consistency' and why a direct 'no' request can actually accelerate…
The skinny
The skinny isn't ready yet — notes appear once the transcript is processed.