Fexingo
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: reserve price, BATNA, discount curves, and the leverage that exists only if you know where to look. Lu...
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Episódios
The One Reason Prospects Ghost You After the Demo 22.05.2026 12:14
Lucas and Luna uncover the single biggest reason sales prospects go silent after a promising demo: misaligned decision criteria. Using a real case from a mid-market SaaS deal that fell apart at the eleventh hour, they walk through how the seller assumed what mattered to the buyer and why that's a fatal error. They share a specific diagnostic framework — the 'Criteria Audit' — that top reps use to...
How One Sales Rep Lost a Deal Over a Discount No One Asked For 22.05.2026 10:46
Episode 4 of Closing the Deal examines a surprisingly common mistake: offering a discount before the customer asks for one. Lucas breaks down a real case where a SaaS sales rep at a mid-market analytics company dropped the price by 20% early in negotiations—only to have the buyer interpret the move as a signal that the product was overpriced. The deal died two weeks later. Lucas and Luna unpack th...
How One Sales Rep Closed a Deal by Asking the Right Question 21.05.2026 11:22
In episode 3 of Closing the Deal with Fexingo, Lucas and Luna dive into the power of a single, well-placed question in sales. They unpack a real case: a SaaS company's rep turned a stalled $2.3 million negotiation around by asking a prospect about their biggest internal obstacle to signing. That question uncovered a hidden budget approval process that the rep hadn't known existed. By reframing the...
How a Sales Script Killed a Seven-Figure Deal and What to Do Instead 21.05.2026 7:27
In this episode of Closing the Deal with Fexingo, Lucas and Luna dissect a real sales disaster: a $2.1 million deal that collapsed because a rep stuck to a script instead of listening. They explore the psychology behind robotic sales pitches, why buyers can smell a script from a mile away, and how top performers like John Barrows use 'flexible frameworks' instead. Learn the three-question method t...
The Lost Ten Million Dollar Deal and What It Teaches About Sales 19.05.2026 7:01
In the premiere episode of Closing the Deal, Lucas and Luna dissect a real fumbled deal from a SaaS company's quarterly review. They walk through the specific mistakes a sales executive made when a ten-million-dollar enterprise contract collapsed in the final hour. The conversation covers price anchoring, internal champion dynamics, and the overlooked value of a 'black swan' walkaway. Lucas shares...
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