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Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators
This podcast dives into the real mechanics of sales and negotiation, moving beyond generic closing techniques to explore the arithmetic of concessions, the psychology of anchoring, and the structural choices that determine whether a deal gets signed. Hosts Lucas and Luna analyze concrete scenarios like SaaS renewals, distribution partnerships, and founder exits, breaking down variables such as reserve price, BATNA, and discount curves. They also examine famous deals, including the Disney–Comcast carriage fight and the Salesforce–Slack acquisition, along with anonymized cases from listeners. The show emphasizes that not every negotiation should end in a win-win, and some negotiators should walk away. It's aimed at founders, sales leaders, and anyone who negotiates professionally.
Episodes
The Rep Who Won by Asking for a Discount
On this episode of Closing the Deal, Lucas and Luna break down a deal where the sales rep didn't push back on a discount request—they leaned in. The case: a mid-market SaaS deal worth $180,000 annually, where the buyer asked for a 20 percent cut. Instead of haggling, the rep asked a single question that changed the negotiation: 'What would you do with the savings?' That question uncovered a compet
The Rep Who Lost by Asking for Too Much
In this episode of Closing the Deal with Fexingo, Lucas and Luna dissect a deal that collapsed because the sales rep asked for too much at the wrong moment. They walk through a real negotiation where a rep, after building strong momentum, added a last-minute request for a multi-year commitment and a penalty clause — and the buyer walked. They explore the psychology of asking, the risk of overreach
How a Rep Won by Asking for the Buyer's Growth Forecast
In this episode of Closing the Deal, Lucas and Luna dig into a counterintuitive sales move: asking the buyer for their growth forecast. They unpack a real story of a rep who, instead of pushing features or discounts, asked the CFO to share the company's three-year revenue projections. That single question shifted the conversation from price to investment, exposed the real budget, and flipped the b
The Rep Who Won by Asking for a Referral
In this episode, Lucas and Luna explore the unexpected power of asking for a referral at the moment of signing. They break down a real case from the logistics software space where a rep, after closing a deal, paused and asked the buyer for one introduction to a peer facing the same operational headache. The conversation reveals why this simple ask can unlock compounding pipeline, how to phrase it
How a Rep Won by Asking for a No-Renegotiation Clause
In episode 162 of Closing the Deal with Fexingo, Lucas and Luna break down a sales strategy that flips the script on post-close renegotiation anxiety. They examine a real-world case where a rep asked the buyer for a no-renegotiation clause, locking in terms for twelve months and preempting the procurement team's favorite move. The episode digs into the psychology behind the ask: buyers often reneg
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 re
How a Sales Rep Won by Asking for the Buyer's Post-Launch Review
In Episode 160 of Closing the Deal, Lucas and Luna break down a real-world negotiation where a sales rep closed a $1.2 million software deal by asking the buyer to commit to a post-launch review date. The tactic shifted the conversation from price to implementation, and the rep walked away with the contract. We dig into why this works, how to frame the ask so it feels like a natural step, and what
How Asking for a Price Cut Revealed the Real Budget
In this episode of Closing the Deal with Fexingo, Lucas and Luna dissect a surprising sales tactic: asking for a price cut to uncover what the buyer actually values. Through the story of a software rep who turned a discount request into a discovery tool, they explore why 'cheaper' is often a mask for other needs, how to reframe the conversation around value, and when a smaller deal can lead to a b
The Rep Who Won by Asking for the Buyer's Implementation Timeline
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a sales negotiation tactic that often gets overlooked: asking the buyer to commit to a specific implementation timeline before the contract is signed. They break down a real-world case where a rep at a mid-sized software company used this simple question to uncover hidden objections, accelerate the decision, and ultimately wi
The Rep Who Won by Asking for a Board Meeting
In episode 157 of Closing the Deal, Lucas and Luna dissect the story of a software sales rep who turned a stalled deal around by asking the buyer for a board meeting. The request sounds counterintuitive — isn't the board too high-level for a sales conversation? But the rep had data showing the deal's champion was losing internal support, and a direct pitch to the board changed the calculus. Lucas
The Rep Who Won by Asking for a No-For-Now
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer for a 'no-for-now' instead of pushing for a yes. They break down a real-world case where a rep, facing a stalled deal in the final stage, turned the conversation by offering the buyer a graceful way to delay. The result? The buyer felt less pressure, opened up about the real o
How a Rep Won by Asking for a No-For-Now
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore the counterintuitive power of the 'no-for-now' close. They unpack a real-world case from a mid-market software sales rep who turned a stalled deal into a six-figure win by asking the buyer to commit to saying no — just not forever. Learn how this approach reduces pressure, builds trust, and often accelerates the buyer's inter
The Rep Who Won by Asking for a No-Fault Exit Clause
In this episode of Closing the Deal with Fexingo, Lucas and Luna break down the surprising negotiation tactic of asking for a no-fault exit clause. They explore how one sales rep, facing a skeptical procurement team, turned the tables by offering the buyer an easy out—and in doing so, built the trust that sealed the deal. We dig into the psychology behind why offering an exit can reduce perceived
The Rep Who Won by Asking for a Usage Data Audit
In Episode 153 of Closing the Deal, Lucas and Luna break down a procurement win where the sales rep flipped the script by asking the buyer for a usage data audit. Instead of pushing a demo or discount, the rep requested raw logs from the buyer's existing system—revealing that the incumbent tool was being used at only 40 percent capacity. That single data point became the wedge that redefined the n
How Asking for the Implementation Checklist Sealed the Deal
In episode 152 of Closing the Deal with Fexingo, Lucas and Luna explore an overlooked sales move: asking the buyer to review the implementation checklist before signing. Through the story of a logistics software rep who closed a six-figure deal by turning the final meeting into a walkthrough of what happens after the handshake, they break down why this question works, how it builds trust, and when
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
The Rep Who Won by Asking for a No-For-Now
On the 150th episode of Closing the Deal, Lucas and Luna dig into a counterintuitive close: the sales rep who asked the buyer for a 'no' instead of a 'yes.' The buyer was a skeptical COO who had stalled three vendors for six months. By reframing the ask — inviting the buyer to say no for now, keeping the door open — the rep broke the standoff, got a candid list of objections, and closed within fiv
The Rep Who Won by Asking the Buyer to Fund a Pilot
In this episode, Lucas and Luna unpack a sales negotiation tactic that flips the usual pilot request on its head: rather than asking the buyer to cover the full cost of a pilot, the rep asked the buyer to fund a small, incremental piece of it. They walk through a real case from a mid-market SaaS company where the rep proposed a pilot budget of $15,000, with the buyer covering just $5,000 as a 'com
How a Rep Won by Asking for a Contract Extension
In episode 148 of Closing the Deal with Fexingo, Lucas and Luna dive into a sales strategy that turns a single deal into a multi-year relationship: asking for a contract extension before the ink dries. They analyze a real-world case where a rep, instead of pushing for a bigger initial order, secured a two-year renewal clause by framing it as a hedge against future price increases—a move that paid
How One Rep Won by Asking the Buyer to Fund the Launch
In this episode of Closing the Deal, Lucas and Luna dive into a counterintuitive sales move: asking the buyer to fund the launch of your product. We look at how one rep in the enterprise software space turned a stalled deal around by proposing that the customer pay for the implementation and training costs — framing it as a way to accelerate their own ROI. We break down the psychology behind the a
How a Rep Won by Asking for the Buyer's Internal Champion
In this episode, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to name their internal champion. They dissect a real deal where a software rep, facing a stalled procurement process, turned the tables by requesting the buyer identify who would champion the project internally. This simple question unlocked a hidden layer of decision-making and ultimately closed the sale. Lu
How a Rep Won by Asking the Buyer to Fund the Pilot
In episode 145 of Closing the Deal, Lucas and Luna unpack a counterintuitive negotiation move: asking the buyer to fund the pilot. They trace a mid-market SaaS deal where the rep, facing a skeptical procurement lead, proposed a paid proof-of-concept at a fraction of the full contract value. The twist: the buyer agreed, the pilot became the rollout, and the rep's commission actually grew. They brea
How a Sales Rep Won by Asking the Buyer to Be the Reference Account
In this episode of Closing the Deal with Fexingo, Lucas and Luna unpack a sales strategy that flips the typical reference call on its head: asking the buyer to become the reference account before the deal is signed. They tell the story of a software sales rep who, instead of offering references, asked the buyer to commit to being a public case study if the implementation succeeded. That single que
How One Sales Rep Won by Asking the Buyer to Envision the Future
In this episode, Lucas and Luna break down how a CRM sales rep turned a stalled deal with a logistics company by asking the buyer one simple but powerful question: 'What would your ideal outcome look like a year from now?' The buyer's answer shifted the conversation from price to value, revealing a shared vision that no competitor had tapped into. Lucas explains the psychology behind the technique
How One Rep Won by Asking the Buyer to Disqualify a Competitor
In this episode of Closing the Deal, Lucas and Luna explore an unconventional sales tactic: asking the buyer to eliminate a competitor from consideration early in the evaluation. They analyze a real case where a B2B SaaS rep, selling marketing analytics to a mid-market retailer, got the buyer to explicitly rule out one of three vendors. The hosts break down why this works — it surfaces the buyer's
Asking for the Adoption Plan That Sealed the Deal
In episode 141 of Closing the Deal, Lucas and Luna explore a powerful sales tactic that goes beyond features and pricing: asking the buyer to map their internal adoption plan. They tell the story of Sarah, a rep at a mid-market SaaS company who was up against a competitor with a cheaper, more feature-rich product. Instead of fighting on price, Sarah asked the buyer's project sponsor to walk her th
How a Sales Rep Won by Mapping the Buyer's Decision Criteria
In episode 140 of Closing the Deal with Fexingo, Lucas and Luna unpack a powerful but underused sales technique: asking the buyer to explicitly map and weight their decision criteria. They follow a real-world case—a mid-market manufacturing company evaluating three ERP vendors—where one sales rep took the risk of asking each member of the buying committee to write down their top priorities and ass
How a Rep Won by Asking the Buyer to Write a Case Study
In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to commit to a written case study before the deal closes. The hosts break down a real-world example from a B2B analytics company where a sales rep named Jamie used this approach to turn a stalled negotiation into a signed contract. Lucas explains the psychological principle of
How a Sales Rep Won by Asking for a Third-Party Audit
In this episode, Lucas and Luna examine a surprising sales tactic: a rep at a manufacturing software company who asked a skeptical buyer to pay for an independent third-party audit of the rep's own product. The buyer agreed, the audit validated the software, and the deal closed at full price. They break down how the rep structured the proposal, handled the risk of a negative finding, and turned du
How One Sales Rep Won by Asking for a Pilot Program
In episode 137, Lucas and Luna unpack the story of a sales rep who closed a seven-figure enterprise deal not by pushing for the full contract, but by asking for a 30-day pilot with a single sales team. They examine the psychology behind the pilot-based approach: why asking for less actually increases the likelihood of a 'yes', how it builds momentum through early wins, and what the rep did after t
How One Rep Won by Asking the Buyer to Set the Implementation Date
In episode 136 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive closing tactic: asking the buyer to schedule the implementation meeting before the contract is signed. They break down a real-world case where a B2B software rep turned a stalled deal into a closed-won by getting the buyer to commit to a kickoff date. The hosts discuss why this forces psychological commitmen
How One Rep Won by Asking the Buyer to Break Their Own RFP Rules
Episode 135 of Closing the Deal with Fexingo tells the story of Sarah, a sales rep selling a warehouse management system to a logistics company. The buyer's procurement policy mandated a three-bid RFP with a 30-day evaluation, but Sarah knew her solution was the only fit. Instead of playing the game, she asked the procurement director to bypass the RFP entirely, arguing the process was designed fo
How One Rep Won by Letting the Buyer Set the Price
When a B2B SaaS sales rep hit a pricing stalemate with a VP of Marketing, she did something unconventional: she asked the buyer to name their own price. The result? A deal that closed in one call, a three-year contract, and a masterclass in trust-based negotiation. In this episode, we break down why letting the buyer set the price can unlock value, how it changes the negotiation dynamic from adver
The Rep Who Won by Asking the Buyer to Quantify the Cost of Staying Put
Episode 133 of Closing the Deal with Fexingo tells the story of a sales rep who turned a stalled deal around by getting the buyer to calculate exactly how much the status quo was costing them. Lucas and Luna break down the technique, including how the rep helped a manufacturing lead realize that every month without a new system burned $50,000 in lost productivity. They discuss why most buyers don'
How One Rep Won by Asking the Buyer to Redefine ROI
In this episode, we examine a software sales rep named Carla who won a $2.3 million deal by asking her buyer to redefine how they measured ROI. The buyer's CFO had set a hard 18-month payback requirement. Carla didn't argue with the number — she asked the CFO to walk through the cost savings and revenue uplift from their internal model. She found a critical hidden assumption: they were using the s
How One Rep Won by Asking for a Future Price Increase
In episode 131 of Closing the Deal, Lucas and Luna examine a counterintuitive sales tactic: a rep who secured a seven-figure deal by asking the buyer to accept a scheduled price increase before the contract was signed. The episode walks through the real-world case of a manufacturing software company whose rep used inflation and raw-material cost projections to frame a 12% price hike as a hedge for
How One Rep Won by Asking for the Buyer's Personal Commitment
In episode 130 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales move: asking the buyer to personally commit to championing the deal inside their own organization. They walk through a real-world case from a mid-market SaaS company where a rep, facing a stalled six-figure deal, asked the VP of Operations directly: 'Will you personally sponsor this? If it fails, will y
How One Rep Won by Asking the Buyer to Redefine Success
In this episode, Lucas and Luna explore a counterintuitive sales strategy: asking the buyer to redefine what success looks like before the deal closes. They unpack a real case where a mid-market SaaS rep, facing a stalled deal with a manufacturing company, asked the VP of Operations to scrap their original success criteria and start from scratch. The result was a smaller deal but a faster close, h
How One Rep Won by Asking the Buyer to Build the Business Case
In episode 128 of Closing the Deal with Fexingo, Lucas and Luna dissect a real sales scenario where a rep closed a six-figure SaaS deal by turning the business case back on the buyer. The rep didn't bring ROI calculators or pitch decks. Instead, she asked the procurement director at a mid-sized logistics firm to build their own internal justification, using their own data, their own cost centers,
The Rep Who Won by Getting the Buyer to Say No to Themselves
In Episode 127 of Closing the Deal, Lucas and Luna dissect a counterintuitive sales tactic: helping the buyer disqualify their own objections before you ever present a solution. Using a real case from a mid-market SaaS company selling to a skeptical manufacturing CFO, they walk through how the rep systematically pre-empted five deal-killer questions by making the buyer articulate the answers first
How One Rep Won by Asking for the Buyer's Strategic Plan
In Episode 126, Lucas and Luna break down a specific B2B sales win where a rep closed a $1.8 million deal by asking the buyer to share their company's three-year strategic plan. They walk through the exact moment in the conversation when the rep shifted from product pitch to strategic alignment, how the buyer's CEO responded, and why this approach works best for complex enterprise deals with long
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 objection
The Sales Rep Who Won by Asking for a Referral Before the Close
In this episode of Closing the Deal, Lucas and Luna explore a counterintuitive sales move: asking for a referral before the deal is signed. They dissect a real case where a B2B SaaS rep at a mid-market analytics firm, selling to a regional bank, asked the VP of Operations for three names of peers who might benefit from the solution—while the contract was still being reviewed by legal. The move sho
How One Rep Won by Asking for the Buyer's Worst-Case Number
In this episode of Closing the Deal, Lucas and Luna break down the story of a B2B software rep who flipped a stalled negotiation by asking the buyer one uncomfortable question: 'What's the worst number you'd accept and still feel good about?' Instead of anchoring low or fighting on price, the rep invited the buyer to define their own floor. The result? A deal that closed at a price higher than the
How One Rep Won by Asking for the Buyer's Internal Data
In this episode, Lucas and Luna break down a real sales story where a rep closed a deal not by pitching harder, but by asking the buyer to share their own internal data. The buyer was a mid-market logistics firm struggling with route optimization software. The rep asked for the company's actual route data, found the inefficiencies, and built a case that the buyer's own numbers couldn't refute. The
How One Rep Won by Asking for the Unprofitable Deal
In this episode, Lucas and Luna explore a counterintuitive sales strategy: winning a deal by asking the buyer to let the rep sell a product at a loss. They unpack a real case where a software sales rep from a mid-market CRM company proposed a deal that would lose his own firm money on the first year—but structured it to create a lock-in that generated massive long-term value. The hosts break down
The Rep Who Won by Asking for the Unprofitable Deal
In this episode, Lucas and Luna explore a counterintuitive sales tactic: winning a deal by actively asking for terms that make the initial transaction unprofitable. They examine a real case where a software sales rep for a logistics platform convinced a reluctant buyer to sign a three-year contract at a 40% discount, with the catch that the buyer had to commit to an aggressive expansion plan that
The Sales Rep Who Won by Asking the Buyer to Talk to Their Competitor
In episode 119 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales move: asking a prospect to speak with a competitor before buying from you. They walk through a real case of a B2B SaaS rep selling a $150k annual contract for marketing analytics. The buyer was down to two finalists — the rep's company and a well-known incumbent. Instead of pushing features or pricing,
The Sales Rep Who Won by Asking the Buyer to Fire Someone
In this episode, Lucas and Luna dissect a counterintuitive sales strategy: asking a prospect to fire a current employee instead of continuing a painful workaround. They explore a real case where a B2B software rep for a warehouse management system told a logistics director that the real problem wasn't the software — it was the person running it. The rep helped the buyer confront a hard personnel t
The Sales Rep Who Won by Asking the Buyer to Fire Them
In this episode, Lucas and Luna break down the counterintuitive tactic of asking a buyer to fire you as a way to close the deal. They examine a real case where a software sales rep, facing a stalled six-figure deal, turned to the buyer and said: 'If this isn't a priority, fire me.' The move forced honest conversation, revealed hidden budget authority, and closed the deal in 48 hours. Lucas walks t
The Sales Rep Who Won by Asking the Buyer to Co-Create the Solution
Sales reps often pitch a fixed solution and hope it sticks. But what if you asked the buyer to help design it? This episode unpacks a real case from early 2026: a mid-market SaaS rep at a workforce analytics firm named Chenoa. Her prospect — a regional hospital network — kept stalling on a six-figure deal. Instead of discounting or adding features, Chenoa asked the network's COO to co-create the i
How One Rep Won by Getting the Buyer to Fire a Vendor
In Episode 115 of Closing the Deal with Fexingo, Lucas and Luna break down a real sales scenario where a rep won a six-figure contract by helping the buyer see they were overpaying an incumbent—and then guiding them to fire that vendor. The hosts walk through the specific discovery questions the rep asked, the ROI calculation that made the buyer uncomfortable, and why the rep offered to help draft
How One Sales Rep Won by Mapping the Buyer’s Org Chart
In episode 114, Lucas and Luna break down a sales win that came from an unexpected source: the org chart. They tell the story of a B2B software rep who lost four straight meetings with a mid-market prospect until she built a full influence map of the buying committee. The turning point came when she discovered the VP of Operations held veto power over any software decision — but had been left out
The Rep Who Won by Asking the Buyer to Teach Them
In this episode, Lucas and Luna unpack a surprising sales strategy: asking the buyer to teach you their business. They examine a real case from mid-2025 where a cybersecurity sales rep named Dana Alvarez won a $1.4 million deal with a regional bank by requesting a 45-minute 'masterclass' on the bank's compliance workflow. The hosts break down why the teaching request disarms gatekeepers, surfaces
The Rep Who Won by Asking for the Broken Process
Episode 112 of Closing the Deal with Fexingo reveals a counterintuitive sales strategy: instead of proving why their solution is better, one rep at a mid-market SaaS company asked the prospect to walk them through every pain point in the current workflow — and then mapped the gaps to a custom proposal. The result? A deal that had stalled for six months closed in two weeks. Hosts Lucas and Luna bre
How One Sales Rep Won by Asking for a One-Year Contract
In Episode 111 of Closing the Deal with Fexingo, Lucas and Luna dissect a counterintuitive sales tactic: asking for a one-year contract instead of the standard multi-year term. They walk through a real case from a mid-market SaaS company where a rep named Sarah faced a procurement team determined to lock in a three-year deal at a heavy discount. By pushing back and insisting on a single-year term,
How 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 real-world case where a SaaS rep turned a stalled $2.3 million enterprise negotiation into a win by proposing a 90-day, paid proof-of-concept. The hosts discuss why pilots reduce buyer risk, how they shift the conversation from 'if' to 'when,
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 slowing things down. They break down a real-world case where a SaaS rep at a mid-market CRM company was facing a procurement stall and a skeptical VP. Instead of pushing for a close, the rep asked the buyer to walk through their internal approval
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 SaaS rep selling construction project management software to a mid-sized general contractor. Instead of pitching features, the rep spent the first 30 minutes listing everything the software would NOT do—no mobile offline mode, no QuickBooks integrati
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 seller, but from the buyer themselves. The case centers on a B2B SaaS rep who, after being told his product was too expensive, didn't discount. Instead, he asked the procurement director to show him any competitor quote that beat his pricing on
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. They walk through a real-world case where a B2B SaaS rep, facing a skeptical procurement director, asked the buyer to pull a full year of invoices across the category. Two things happened: the buyer discovered $200,000 in redundant software lic
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 real case from 2023 where a B2B SaaS rep, facing a stalled deal, asked the procurement director to write down a number they'd feel comfortable with. The result? A deal closed at 8% above the rep's floor — with zero negotiation friction. The
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. They examine a real-world case where a software sales rep walked into a negotiation where the buyer demanded a 15 percent cut, and instead of caving, the rep offered to unbundle features and adjust scope, keeping the per-unit price intact.
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 wrong. They analyze a real case where a software sales rep named Jenna challenged a prospect's flawed RFP assumptions, shifting from price to value, and ultimately closed a $2.3 million contract. The hosts discuss when this tactic works, the psycholo
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 winning. They break down the true story of a B2B software rep who, facing a stalled deal, proposed a steep discount that forced the buyer to reveal their actual budget and decision criteria. Lucas explains the psychology of anchoring downward
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 mid-market CRM company who, after eight months of negotiation, told the prospect they were moving on. The tactic forced the buyer to surface a hidden decision-maker and ultimately won the contract. The hosts explore the psychology behind the
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 closed a $2.3 million deal by pausing for a full 17 seconds after the buyer's initial lowball offer — letting the buyer break the silence and ultimately raise their own price. The hosts discuss the psychology behind active silence, why most re
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 real case where a rep lost a $2M deal because she hid a product limitation — and another where a rep won a $500K contract by proactively disclosing a two-week implementation delay. The conversation covers why negative information builds tru
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 Luna break down a real-world case where a SaaS rep, facing a stalled deal with a mid-market CFO, asked the CFO to introduce her to a peer at another company. The move rebuilt trust, shifted the dynamic, and ultimately closed both the referral and t
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 where a SaaS rep at a mid-market cybersecurity firm had been chasing a $400,000 deal for nine months with no decision. The buyer kept asking for more demos, more references, more paperwork. Finally, the rep sent a one-sentence email: 'Are you
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 scratch. They break down a real case where a mid-market SaaS rep was told 'we have no budget' and turned that into a seven-figure deal by helping the buyer build a new, bigger allocation. Lucas explains the psychology of budget anchoring, when to
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. They explore a real case where a software sales rep, facing a procurement roadblock over a $120,000 annual deal, offered to split it into a $36,000 pilot with a three-month cancellation clause. The buyer took the pilot, expanded usage, and wit
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 through a real case from a mid-market SaaS company where a rep named Carla was trailing behind two incumbents with stronger relationships. Instead of submitting her own proposal, she asked the buyer to draft the 'perfect RFP' criteria — and
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 prospect for a walkthrough of their current process. The walkthrough revealed three critical workflow gaps the incumbent wasn't solving, and the rep used that intel to tailor his demo so precisely that the prospect switched vendors without even
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 process. They break down a real case from a mid-market SaaS company where a rep avoided months of wasted effort by getting the number on the table in the first call. The hosts discuss why most reps fear this question, how to frame it withou
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 toward the close. They break down the psychological principle of commitment and consistency, using a real case where a rep selling enterprise software to a hesitant procurement director asked for a pen to sketch out the implementation timeline,
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 a non-monetary term: a staggered implementation timeline. They walk through how the rep identified what the buyer really valued (speed of deployment) and traded it for full-price commitment. You'll hear the exact framing the rep used, why m
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 from a mid-market SaaS company where a rep closed a $340,000 deal by deliberately proposing a weaker initial package — then 'winning' concessions from procurement that actually improved the deal's profitability. We explore why anchoring low can
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 — on the record. Lucas and Luna break down a real case from a B2B SaaS rep who, facing a stalled deal, handed the buyer a blank spreadsheet and asked them to score each vendor across six criteria. The buyer's own grid exposed that the rep's pro
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 wrong about their own needs. Lucas and Luna break down the technique of 'challenging with evidence' — using third-party data, customer testimonials, and a product pilot to reframe a buyer's false assumption. They discuss when confrontation
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