Latest / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won a Deal by Asking for a Reference
When a sales rep at a cybersecurity firm lost every deal where the prospect got cold feet at the eleventh hour, she tried something unexpected: instead of asking for the order, she asked for a reference call with the prospect's own satisfied customer. This episode unpacks why that reverse-pressure move works, the psychology behind it, and how you can apply it without burning relationships. Lucas and Luna walk through the exact script she used, the moment the prospect's tone shifted, and why this technique only works if you genuinely believe your product delivers. If you've ever…
The skinny
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