Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a No-For-Now
In Episode 161 of Closing the Deal, Lucas and Luna dig into the counterintuitive power of asking for a 'no-for-now' — a deliberate deferral that can actually accelerate a sale. They unpack the psychology behind the ask, the timing that makes it work, and the risks when it backfires. Through a hypothetical but grounded scenario — a mid-market SaaS deal where the buyer hesitates — they show how a rep turned an indefinite stall into a concrete six-month pause with a clear review date, preserving the relationship and the pipeline. They also explore the difference between a no-for-now…
The skinny
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