Episodes

  • The Sales Rep Who Won by Asking for a Price Increase

    The Sales Rep Who Won by Asking for a Price Increase
    Jun 30 2026
    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—anchoring, scarcity, and commitment consistency—and share a specific script that any salesperson can adapt. They also discuss when this tactic backfires and how to gauge buyer trust before pulling the trigger. If you're tired of race-to-the-bottom pricing, this episode offers a fresh, research-backed alternative. Sales, negotiation, and revenue conversations for operators who want to close better, not cheaper. #Sales #Negotiation #Revenue #Business #ClosingTheDeal #FexingoBusiness #BusinessPodcast #JennyPark #PriceIncrease #SaaS #CRM #ValueSelling #Anchoring #Scarcity #CommitmentConsistency #SalesTactics #NoDiscount #RevenueGrowth Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Closed by Letting the Buyer Write the Contract

    How One Rep Closed by Letting the Buyer Write the Contract
    Jun 30 2026
    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. Specific examples include the rep's exact phrasing, the buyer's reaction, and the legal team's surprising flexibility. No fluff, just a concrete tactic you can adapt for complex B2B deals. #SalesTactics #Negotiation #ClosingTechniques #BuyerPsychology #SaaS #B2BSales #ContractDrafting #SalesStrategy #RevenueGrowth #DealExecution #SalesTraining #ObjectionHandling #TrustBuilding #SalesProcess #Business #BusinessPodcast #FexingoBusiness #ClosingTheDeal Keep every episode free: buymeacoffee.com/fexingo
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    8 mins
  • The Sales Rep Who Won by Asking for a Time Machine

    The Sales Rep Who Won by Asking for a Time Machine
    Jun 29 2026
    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 conversation to a past moment of urgency, the rep bypassed the 'no budget' objection and got the buyer to co-create a path back to yes. We also cover the psychological principle at play — the 'fresh start effect' — and how it applies to sales timelines. If you've ever been told 'we'd love to, but the timing isn't right', this episode gives you a concrete alternative to just walking away. A practical, tactical episode for anyone who sells into long sales cycles. #Sales #Negotiation #B2BSales #ClosingTechniques #ObjectionHandling #FreshStartEffect #SalesPsychology #TimelineReconstruction #NoBudget #RevenueConversations #SalesRep #BusinessPodcast #FexingoBusiness #SalesStrategy #BuyerPsychology #RevenueGrowth #ConsultativeSelling #SalesTraining Keep every episode free: buymeacoffee.com/fexingo
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    11 mins
  • How a Sales Rep Won by Asking for the No-Go Decision

    How a Sales Rep Won by Asking for the No-Go Decision
    Jun 29 2026
    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 evaluation, sent a single email that gave the buyer permission to kill the deal — and instead revived it within 48 hours. The hosts explain the psychology behind the approach, why it works specifically with risk-averse stakeholders, and how it differs from traditional 'break-up' emails. They also discuss the data: a 2025 study from Gong found that deals where the rep asked for a clear 'no' closed at a 23 percent higher rate than those where the rep kept asking 'when' or 'how.' Lucas and Luna explore when to deploy this move, what the email should actually say, and one crucial mistake that turns a 'no-go' request into a permanent no. #Sales #Negotiation #Closing #SalesTactics #ObjectionHandling #BuyerPsychology #SaaS #B2BSales #DealRevival #NoGoDecision #SalesStrategy #Business #Revenue #SalesTips #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesTraining Keep every episode free: buymeacoffee.com/fexingo
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    11 mins
  • The Sales Rep Who Won by Asking for a Bad Review

    The Sales Rep Who Won by Asking for a Bad Review
    Jun 28 2026
    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 to share their biggest criticism. They walk through the actual negotiation—a $2.3 million enterprise software deal with a skeptical CTO—and explain why inviting negative feedback built more trust than any feature demo could. The episode breaks down the psychology behind the ask, the exact phrasing used, and why most reps are too afraid to try it. Plus, a quick discussion on how this tactic applies to renewals and upselling. By the end, you'll have a concrete script you can adapt for your next stalled deal. #Sales #Negotiation #ClosingTactics #EnterpriseSales #ObjectionHandling #TrustBuilding #BuyerPsychology #SalesTechniques #Business #FexingoBusiness #BusinessPodcast #B2BSales #SalesStrategy #RevenueGrowth #SalesTips #LindaConnors #BadReviewTactic #CognitiveDissonance Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Won by Identifying the Hidden Decision-Maker

    How One Rep Won by Identifying the Hidden Decision-Maker
    Jun 28 2026
    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 real decision-maker wasn't in the room. They walk through the actual email thread, the moment the rep asked 'Who else needs to sign off on this?' and how that single question uncovered a VP of Operations who had veto power all along. The rep restructured the proposal around that VP's metrics—throughput time, not cost—and closed in two weeks. Lucas and Luna discuss why most salespeople stop at the title, not the influence map, and share a concrete framework for mapping hidden stakeholders before the final pitch. If you've ever lost a deal you thought was locked, this episode will reframe how you qualify authority. #Sales #Negotiation #Closing #Business #FexingoBusiness #BusinessPodcast #SalesStrategy #DecisionMaker #StakeholderMapping #InfluenceMap #B2BSales #SalesTips #RevenueConversations #HiddenStakeholder #SalesWin #SalesFramework #ClosingTheDeal #PodcastEpisode Keep every episode free: buymeacoffee.com/fexingo
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    10 mins
  • How a Sales Rep Won by Asking the Buyer to Write the Business Case

    How a Sales Rep Won by Asking the Buyer to Write the Business Case
    Jun 27 2026
    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 draft the ROI business case — and closed a $340,000 annual contract in three weeks. They break down why the move works, when to use it, and how it transforms the buyer from skeptic to internal champion. Learn the exact framing and the psychological trigger behind the ask. #SalesTactic #BusinessCase #ReverseEngineering #B2BSales #ClosingTechnique #BuyerPsychology #SalesStrategy #ROI #Business #FexingoBusiness #BusinessPodcast #SalesRep #Negotiation #CRM #MidMarket #EconomicBuyer #InternalChampion #SalesConversations Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • The Sales Rep Who Won by Asking to Be Second-Choiced

    The Sales Rep Who Won by Asking to Be Second-Choiced
    Jun 27 2026
    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 an incumbent, asked to be placed second — and then systematically closed the gap. They walk through the psychology of the 'second-choice' ask, the data behind vendor-switching costs, and how the rep used the incumbent's weaknesses to create a new evaluation. If you've ever lost a deal before you even got a fair hearing, this one's for you. #SecondChoice #SalesTactic #VendorSwitch #ClosingTheDeal #SaaSsales #NegotiationStrategy #B2BSales #CompetitiveWin #LossRecovery #SalesPsychology #FexingoBusiness #BusinessPodcast #Business #SalesTips #DealStrategy #RevenueOperations #BuyerBehavior #PodcastEpisode77 Keep every episode free: buymeacoffee.com/fexingo
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    11 mins