Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Contract Pause
In this episode of Closing the Deal with Fexingo, hosts Lucas and Luna break down a counterintuitive negotiation tactic: the contract pause. When a mid-market software buyer hit a budget freeze mid-cycle, the rep didn't push, discount, or walk away. Instead, she asked for a written pause clause that let the buyer stop payments for up to six months without killing the deal. Lucas walks through how that single request changed the risk calculus, kept the deal alive through a procurement freeze, and eventually closed at full price. Luna pushes back on the downsides — what if the pause gets…
The skinny
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