Shows / Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
Sales and negotiation are rarely taught with the rigor they deserve. Lucas and Luna sit across from each other in this series to dissect real deal-making — not the platitudes of closing techniques, but the actual arithmetic of concessions, the psychology of anchoring, and the structural choices that separate a handshake from a signature. Each episode takes a single negotiation scenario — a SaaS renewal, a distribution partnership, a founder's exit term sheet — and walks through the variables…
Episodes
Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for OperatorsHow One Rep Won by Asking for a 90-Day Pilot
In this episode of Closing the Deal, Lucas and Luna break down the counterintuitive strategy of asking for a short-term pilot to close a deal. They examine a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking the Buyer Their Timeline
In this episode of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer about their timeline and then deliberately…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Telling the Buyer What They Didn't Want
In this episode of Closing the Deal, Lucas and Luna break down a counterintuitive sales tactic: the 'anti-presentation.' They tell the story of a B2B…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Won by Asking for a Price Match
In episode 107 of Closing the Deal with Fexingo, Lucas and Luna dissect a surprising negotiation tactic: asking the buyer for a price match — not from the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Asking the Buyer to Audit Their Own Spend
Episode 106 of Closing the Deal with Fexingo. Lucas and Luna dive into a counterintuitive sales tactic: asking the buyer to audit their own existing spend…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Sales Rep Won by Letting the Buyer Name the Price
In episode 105 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: letting the buyer name their own price. They unpack a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Refusing to Discount
In this episode, Lucas and Luna dissect a counterintuitive sales strategy: holding firm on price and refusing to offer a discount — and still winning the deal…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Telling the Buyer They Were Wrong
In this episode of Closing the Deal, Lucas and Luna dive into a counterintuitive sales move: winning a deal by respectfully telling the buyer they're…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a 20 Percent Price Cut
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: asking the buyer for a 20 percent price cut — and…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Walking Away
In Episode 101, Lucas and Luna dissect a counterintuitive sales tactic: walking away from a deal to close it. They examine the case of a B2B software rep at a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Saying Nothing
In this 100th episode, Lucas and Luna explore the counterintuitive power of silence in sales negotiations. They dissect a real case where a B2B software rep…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Delivering Bad News Early
In episode 99 of Closing the Deal, Lucas and Luna dissect a counterintuitive sales strategy: delivering bad news early in the relationship. They walk through a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Referral
Episode 98 of Closing the Deal with Fexingo explores a counterintuitive sales tactic: asking a prospect who hasn't yet bought for a referral. Lucas and…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a Yes-or-No
In episode 97 of Closing the Deal with Fexingo, Lucas and Luna break down a counterintuitive sales tactic: the forced binary choice. They examine a real case…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking for a Budget Reset
In Episode 96 of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking a buyer to abandon their existing budget and start from…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Smaller Contract
In this episode of Closing the Deal with Fexingo, Lucas and Luna dive into a counterintuitive sales tactic: winning a deal by asking for a smaller contract…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking the Buyer to Write the RFP
In episode 94 of Closing the Deal with Fexingo, Lucas and Luna break down the counterintuitive strategy of asking a buyer to write your RFP for you. They walk…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Walkthrough
In this episode, Lucas and Luna break down a real deal where a sales rep for a logistics SaaS company was losing to a larger incumbent — until he asked the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Rep Who Won by Asking the Buyer Their Budget
In episode 92 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer directly for their budget early in the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Pencil
In Episode 91, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer for a simple, low-commitment action—like a pencil—to build momentum…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Negotiating a Non-Monetary Term
In episode 90 of Closing the Deal, Lucas and Luna break down a real sales story where a rep closed a seven-figure deal not by cutting price, but by negotiating…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Negotiating Against Their Own Offer
In episode 89, Lucas and Luna break down a counterintuitive sales tactic: what happens when your best offer isn't your final one. They examine a real case…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Closed by Asking the Buyer for a Competitor Comparison
Episode 88 of Closing the Deal with Fexingo dives into a counterintuitive sales move: asking your prospect to compare your solution against the competition —…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Telling the Buyer He Was Wrong
Episode 87 of Closing the Deal with Fexingo tells the story of a B2B software rep who closed a $1.2 million deal by respectfully telling the prospect they were…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Closed by Asking the Buyer to Fire Their Vendor
In this episode, Lucas and Luna break down a specific sales story: a mid-market SaaS rep at a CRM company named Jenna Hernandez who won a $340,000 annual…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Won a Deal by Paying the Buyer
Episode 85 of Closing the Deal with Fexingo. Lucas and Luna break down a real sales story: a SaaS rep at a data-analytics company won a $450,000 contract by…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Price Increase
In episode 84 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales tactic: a rep who won a six-figure deal by proactively asking…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Closed by Letting the Buyer Write the Contract
This episode dives into a counterintuitive closing tactic: letting the buyer draft the contract. Lucas and Luna break down a real-world case from a mid-market…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Time Machine
What do you do when a buyer says 'we would have bought this last year, but now the budget is gone'? Most reps walk away. This episode unpacks the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Asking for the No-Go Decision
When a deal is stalled, most reps assume the buyer is still interested — they just need more time. But in this episode, Lucas and Luna break down the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a Bad Review
In Episode 80 of Closing the Deal, Lucas and Luna dive into a counterintuitive closing tactic: a sales rep who won a major deal by explicitly asking the buyer…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Identifying the Hidden Decision-Maker
In this episode of Closing the Deal with Fexingo, Lucas and Luna break down a specific sales win where a rep lost the deal three times before realizing the…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Asking the Buyer to Write the Business Case
In this episode, Lucas and Luna unpack a clever reverse-engineering tactic: a B2B sales rep at a mid-market CRM company asked the economic buyer to personally…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking to Be Second-Choiced
Episode 77 of Closing the Deal with Fexingo. Lucas and Luna unpack a counterintuitive closing tactic: a SaaS rep who, facing a prospect already leaning toward…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Sales Rep Who Won by Asking for a No
In this episode of Closing the Deal, Lucas and Luna break down a counterintuitive closing technique: asking the buyer to say no. They walk through the story of…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Won a Deal with the CEO's Father
In this episode of Closing the Deal, Lucas and Luna dissect a fascinating sales story: how a rep selling enterprise software to a family-owned manufacturer…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won a Deal by Asking for a Commit by Close
Sales reps often ask for a verbal commitment too early or too late. In Episode 74, Lucas and Luna dissect the story of a B2B SaaS rep who closed a $450,000…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Closed by Asking the Buyer to Teach Them
Episode 73 of Closing the Deal with Fexingo explores a counterintuitive technique: closing a deal by asking the buyer to teach you something. Lucas and Luna…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Selling to an Empty Room
In this episode of Closing the Deal, Lucas and Luna dissect a counterintuitive sales tactic: winning a deal by presenting to an empty room. They explore a real…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Asking for a Verbal Commitment First
In this episode, Lucas and Luna break down a forgotten sales move: asking for a verbal commitment before sending the contract. They analyze a real case where a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking Three Closing Questions
In this episode of Closing the Deal, Lucas and Luna break down a specific tactic: how a B2B sales rep closed a $1.2 million contract by asking three simple…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Mapping the Buyer Emotional Journey
In episode 69 of Closing the Deal with Fexingo, Lucas and Luna break down a sales approach rarely discussed: mapping the emotional journey of your buyer. They…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The Bracket Strategy for Closing Multi-Stakeholder Deals
In Episode 68 of Closing the Deal with Fexingo, Lucas and Luna break down a specific negotiation tactic called the Bracket Strategy — how a sales rep at a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Hosting a Buyer-Only Workshop
Lucas and Luna break down a specific deal-closing tactic that rarely gets discussed: when a sales rep stopped pitching and instead hosted a private workshop…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Asking for a Smaller First Order
In this episode, we dig into a counterintuitive sales strategy: shrinking the first deal. We follow a real case where a SaaS rep at a marketing platform…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Offering to Renegotiate Annually
In Episode 65 of Closing the Deal, Lucas and Luna examine a counterintuitive sales move: a SaaS rep who closed a $1.2 million deal by offering the prospect an…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won a Deal by Asking for a Detailed Budget Breakdown
In this episode of Closing the Deal, hosts Lucas and Luna explore a counterintuitive negotiation tactic: asking the buyer to walk you through their budget line…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Turns a Skeptic Into a Champion
When a skeptical procurement director at a mid-market manufacturing firm threatened to kill a six-figure deal, a rep turned the tide with a single…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Resurrected a Dead Pipeline Deal
In this episode, Lucas and Luna dissect a single sales technique that revived a seemingly lost opportunity: the 'what would it take' question. They…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Closed by Committing to a Timeline Penalty
Episode 61 of Closing the Deal with Fexingo: Lucas and Luna examine a specific sales tactic — the timeline penalty clause. When a mid-market SaaS rep offered…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Offering an Outcome-Based Pricing Model
In this episode, Lucas and Luna break down the story of a B2B software sales rep who closed a seven-figure deal by moving away from a flat subscription fee to…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Bringing a Cost-Benefit Analysis
In episode 59 of Closing the Deal with Fexingo, Lucas and Luna unpack a powerful but underused tactic: bringing a custom cost-benefit analysis to the final…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Rep Won by Never Mentioning Price
In Episode 58 of Closing the Deal, Lucas and Luna unpack a counterintuitive strategy: a B2B software rep who closed a $475,000 contract without uttering a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won by Giving a Customer Out Clause
In Episode 57 of Closing the Deal with Fexingo, Lucas and Luna dive into a counterintuitive sales tactic: offering a customer an explicit out clause that lets…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How One Rep Won by Asking for a Smaller First Order
In Episode 56, Lucas and Luna break down a counterintuitive sales move: asking the buyer to start with a smaller order than they proposed. They walk through a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won a Deal by Letting the Buyer Walk Away
In this episode, Lucas and Luna explore a counterintuitive sales tactic: the power of letting a buyer walk away. They dissect a real case where a B2B software…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Reveals If a Buyer Is Lying About Competitors
Episode 54 of Closing the Deal with Fexingo: Lucas and Luna dissect a single, high-leverage question that exposes when a prospect is bluffing about a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Reveals the Real Decision-Maker
In this episode, Lucas and Luna explore a specific technique for identifying the true decision-maker in a B2B sales process. Lucas shares a case from a…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
How a Sales Rep Won a Deal by Mapping the Buying Committee
In Episode 52 of Closing the Deal with Fexingo, Lucas and Luna explore the specific strategy of mapping the buying committee to win complex enterprise deals…
- Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
The One Question That Stops a Buyer from Ghosting You
Every sales rep knows the sinking feeling: you send a proposal, the buyer goes silent, and you're left chasing emails with no reply. In this episode…