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

Episode 30 of Closing the Deal with Fexingo reveals a counterintuitive sales move: slowing down the final stage to close bigger. Lucas and Luna break down a real case where a $250,000 software deal was about to sign—until the rep paused, asked for a meeting with the CFO, and uncovered an unspoken concern that would have killed the contract in month two. They explore why the 'rush to close' impulse...

In episode 29 of Closing the Deal, Lucas and Luna break down a single question that top sales reps use to uncover budget prospects are hiding. Using a real example from a $450,000 SaaS deal that almost died on the price objection, they show how asking 'What would need to be true for this to fit your budget?' changed the conversation and saved the deal. They analyze why this works psychologically—i...

Episode 28 of Closing the Deal with Fexingo explores a counterintuitive sales tactic: admitting a mistake to close a deal. Lucas and Luna break down a specific case where a SaaS rep lost credibility early in a negotiation, then regained trust by owning the error — and turned a near-lost deal into a three-year contract. They discuss the psychology of vulnerability in B2B sales, the difference betwe...

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: turning a lost customer into a referral source. They walk through a real case where a SaaS rep lost a $120K account, then asked the departing client for three referrals—and got two meetings that led to $340K in new business within 60 days. Lucas breaks down the psychological principle behind...

In episode 26, Lucas and Luna dissect a counterintuitive sales tactic: asking the prospect for a higher budget before presenting your price. They break down a real case where a SaaS rep turned a $50,000 proposal into a $120,000 deal by flipping the script. The hosts explain the psychology behind anchoring, the risk of lowballing yourself, and how to frame the ask without sounding greedy. Plus, a c...

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 a...

Episode 24 of Closing the Deal tackles one of the most common and frustrating roadblocks in B2B sales: the prospect who demands a 30-day free trial before committing. Lucas and Luna break down a real case from a mid-market SaaS company where a $120,000 deal was put on hold indefinitely after a trial was granted. They explore why trials often kill deals, the psychology of ownership versus commitmen...

In Episode 23 of Closing the Deal, Lucas and Luna break down a specific moment in negotiation that most salespeople get wrong: what to do after you state your price. They walk through a real case where a SaaS account executive named Priya closed a $180,000 annual contract simply by not speaking after her final number. Lucas explains the neuroscience behind the silence — why the prospect's brain in...

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales strategy: raising your price to win the deal. They dissect a real-world case where a B2B SaaS sales rep at a company called GridSync was facing a stalled six-figure contract negotiation. The prospect kept pushing for a 20% discount, and the rep was about to cave. Instead, she proposed a 15% price incr...

In this episode, Lucas and Luna explore a counterintuitive negotiation tactic: when a prospect asks for a discount, the best salespeople respond by asking for something in return—often increasing the deal size first. Using a real case from a SaaS company that turned a 15 percent discount request into a 30 percent larger contract, they break down the psychology of reciprocity, the risk of unilatera...

In this episode, Lucas and Luna explore a counterintuitive reason prospects disappear after a great demo: the salesperson gave away too much information too early. Using a real case of a $2 million SaaS deal that went cold after a perfect demo, they discuss how over-explaining features can kill buyer urgency and what to do instead. They also touch on the importance of leaving room for questions an...

Lucas and Luna examine how one sales rep saved a $3 million deal by strategically anchoring a higher price before the prospect could counter. They break down the psychology of price anchoring in B2B negotiations, why the first number out of your mouth matters more than you think, and how a simple framing shift turned a reluctant buyer into a multi-year partner. Along the way, they discuss a real c...

In this episode, Lucas and Luna explore the surprising power of withholding information during sales negotiations. Drawing on a case study from a SaaS company that lost a $500,000 deal by disclosing their full pricing structure too early, they break down the psychology behind why less transparency often leads to better outcomes. Lucas shares research from Harvard Business School showing that buyer...

In this episode, Lucas and Luna explore a counterintuitive negotiation tactic: strategic silence. They break down a real case where a software salesperson in Dallas used deliberate silence after making a final offer, leading to a 12% higher close on a $1.2 million deal. The discussion covers why silence is powerful, how long to hold it, and what to say when you break it. They also address common p...

Episode 16 of Closing the Deal with Fexingo. Hosts Lucas and Luna dissect a single word that salespeople use without thinking—and how it systematically weakens their negotiating leverage. Lucas walks through a real deal where a rep said 'fair' seven times in one call and lost fifty thousand dollars in margin. They explore the psychology behind the word, why it triggers the prospect to push back, a...

In this episode of Closing the Deal with Fexingo, hosts Lucas and Luna explore a powerful but underused sales technique called negative referencing. Instead of selling the benefits, you sell against the alternatives. Lucas dissects a real-world case from a B2B SaaS company that used negative referencing to close a $200,000 deal with a prospect who was leaning toward a cheaper competitor. The episo...

Episode 14 of Closing the Deal with Fexingo: Lucas and Luna dissect a single follow-up email that revived a supposedly dead deal with a Fortune 500 prospect. They break down the specific structure: a subject line that references a past conversation, a one-sentence value reminder, a single question that re-engages the buyer, and a clear next step. The hosts walk through a real example from a SaaS s...

Lucas and Luna break down why B2B deals that go dark for two weeks or more can still be revived—without sounding desperate or needy. They walk through a real case from a SaaS company where a $340,000 annual contract was sitting untouched for 23 days after the final proposal. Rather than sending 'just checking in' emails, the sales rep used a specific trigger event—a competitor's product launch pre...

Episode 12 of Closing the Deal with Fexingo explores a counterintuitive B2B sales strategy: using a price increase as a closing lever. Lucas and Luna break down a real case where a SaaS rep at a cybersecurity firm had a deal stalled at the proposal stage for six weeks. Instead of offering a discount or another follow-up call, the rep sent the prospect a formal notice of a 12% price increase effect...

Episode 11 of Closing the Deal with Fexingo examines a common but costly B2B sales tactic: offering net-30 or net-60 payment terms to close deals. Lucas and Luna break down a real case where a SaaS startup lost $240,000 in present value by offering extended terms without adjusting price. They explore how payment terms effectively function as an un-priced loan, how to calculate the true discount ra...

Most salespeople panic when a client misses a payment. But for one B2B SaaS rep, a late payment became the gateway to a three-year contract extension worth $1.8 million. In this episode, Lucas and Luna break down the psychology behind that move — how shifting from 'collections mode' to 'partnership mode' transforms a transactional friction point into a strategic relationship anchor. They walk thro...

Lucas and Luna dig into a fascinating behavioral pattern: the time of day you prospect can change your close rate by double digits. They examine a real experiment from a SaaS company that moved all outbound calls from 9 AM to 12 PM and saw a 38 percent lift in pipeline generation — and they unpack the cognitive science behind it. The hosts also explore how the same principle applies to internal me...

Episode 8 of Closing the Deal tackles a moment every salesperson dreads: the prospect asks 'What's your best price?' before you've even shown them the proposal. Lucas and Luna break down why this question is actually a signal, not a threat, and walk through a specific technique called 'the bracket' — a conversational frame that keeps you from discounting your own value before the negotiation even...

Lucas and Luna explore the counterintuitive art of walking away from a deal. Using the real story of a SaaS company that turned down a $2 million contract with a misaligned client, they break down the signals that tell you a deal will cost more than it's worth, how to qualify early, and why the best salespeople say 'no' more often than their competitors. This episode digs into the hidden costs of...

In this episode, Lucas and Luna dig into a sales phenomenon every operator has felt: you deliver what feels like a perfect proposal, then silence. They walk through a real case — a mid-size B2B software company called NexusGrid — whose sales team saw a 40% drop-off between proposal and signature. The root cause wasn't price or product. It was the moment the proposal arrived. Lucas breaks down the...