Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators

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...

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....

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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...

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,...

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...

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...

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...

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...

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 contract by doing something counterintuitive — she asked the prospect to fire their existing vendor before she would agree to a demo. The conversation explores the psychology of switching costs, the 'breakup letter' tactic, and how forcing a no-g...

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 offering to pay the buyer's team a 'switch bonus' — a cash incentive for employees who completed the migration. The twist: the rep framed it as a way to accelerate adoption, not a bribe. The episode explores the psychology of switching costs,...

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 for a price increase mid-negotiation. They walk through how Jenny Park, a SaaS account executive at a mid-market CRM company, turned a stalled deal around by reframing value, not discounting. The hosts break down the psychology behind the move...

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 SaaS deal where the rep handed over the pen—and walked away with a shorter sales cycle and fewer objections. They explore why this works psychologically, when it backfires, and how to control the process without controlling the document. Spe...

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 true story of a B2B SaaS rep who didn't. Instead, she asked the buyer to reconstruct the timeline of when the need first emerged, who else was involved, and what changed. That one question reopened a closed door. We trace the logic: by anchoring the conv...

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 counterintuitive tactic of asking for a 'no-go' decision: explicitly requesting the buyer to make a formal decision to not move forward. They walk through a real case where a SaaS rep at a mid-market analytics company, facing a six-month dormant eval...