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  • The One Question That Reveals a Buyer's Real Timeline

    The One Question That Reveals a Buyer's Real Timeline
    2026/06/09
    Episode 40 of Closing the Deal with Fexingo: Lucas and Luna break down the single most underutilized question in sales — 'When do you need this to be live?' — and how one rep used it to uncover a $230,000 deal that was stuck in 'evaluating' for six months. They walk through the exact script change, the prospect's real objection, and why asking for a date instead of a 'timeline' works. Plus: why your CRM's 'stage' field might be lying to you. No fluff, one concrete takeaway. #SalesStrategy #ClosingTheDeal #FexingoBusiness #BusinessPodcast #SalesQuestions #BuyerTimeline #DealVelocity #SalesScript #DiscoveryCall #SalesTraining #BusinessDevelopment #RevenueGrowth #SalesPsychology #ObjectionHandling #SalesPipeline #B2BSales #SalesTechniques #LucasAndLuna Keep every episode free: buymeacoffee.com/fexingo
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    6 分
  • The One Script That Cut Our Close Time by 40 Percent

    The One Script That Cut Our Close Time by 40 Percent
    2026/06/08
    Lucas and Luna dissect a single email script that one rep used to cut deal cycle time by 40% and win 60% more deals. They walk through the before-and-after wording, explain why shorter emails trigger faster decisions, and reveal the cognitive bias behind it all. If your pipeline is full of stalled opportunities, this episode is for you. #SalesEmail #CloseTime #DealCycle #ColdEmail #DecisionFatigue #CognitiveBias #SalesScript #RepPerformance #WinRate #PipelineVelocity #Business #Sales #Negotiation #ClosingTactics #FexingoBusiness #BusinessPodcast #Revenue #SalesStrategy Keep every episode free: buymeacoffee.com/fexingo
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    7 分
  • How Pausing After Your Price Quote Wins Deals

    How Pausing After Your Price Quote Wins Deals
    2026/06/08
    In episode 38 of Closing the Deal with Fexingo, Lucas and Luna explore one of the most underused techniques in sales negotiation: the strategic pause after stating your price. Lucas breaks down the psychology behind why silence makes buyers feel the weight of their decision, and shares a real-world case from a B2B software deal where a sales rep let a five-figure quote hang in the air for twelve seconds — and closed at full price. They contrast this with the common instinct to fill silence with justifications or discounts, and discuss when a pause can backfire (like with procurement professionals trained to out-wait you). Specific timing, buyer personality cues, and how to practice the 'price pause' without making it awkward. This episode is packed with actionable timing tactics for anyone who has ever nervous-talked their way out of a deal. #SalesNegotiation #StrategicPause #ClosingTechniques #PricePsychology #B2BSales #Business #FexingoBusiness #BusinessPodcast #SilenceInSales #NegotiationTactics #SalesTraining #DealClosing #LucasAndLuna #BuyerBehavior #Procurement #SalesPsychology #RevenueConversations #SalesTips Keep every episode free: buymeacoffee.com/fexingo
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    9 分
  • The One Question That Reveals If the Budget Is Real

    The One Question That Reveals If the Budget Is Real
    2026/06/07
    Every salesperson has heard 'we don't have the budget.' But how do you know if that's a genuine constraint or a polite blow-off? In this episode, Lucas and Luna break down the one question that separates real budget objections from fake ones. They walk through a specific case: a mid-market SaaS rep who was stuck in a six-month sales cycle with a prospect who kept citing budget as the blocker. By asking one simple question — 'If we could structure the payments to fit your cash flow, would you move forward today?' — the rep uncovered that the real issue wasn't money; it was a lack of urgency and an internal champion who hadn't done the work. Lucas and Luna discuss why budget objections are often a proxy for other concerns, how to test whether the budget is real without being pushy, and why the best time to ask about budget is before you ever talk about price. If you've ever lost a deal you thought was a sure thing, this episode might save your next one. #Sales #Negotiation #BudgetObjection #ClosingTechniques #SalesPsychology #ObjectionHandling #SaaS #B2BSales #SalesStrategy #Revenue #FexingoBusiness #BusinessPodcast #SalesTips #DealClosure #SalesTraining #CashFlow #Urgency #SalesCycle Keep every episode free: buymeacoffee.com/fexingo
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    9 分
  • How One Rep Won a Deal by Asking the Buyer to Fire a Supplier

    How One Rep Won a Deal by Asking the Buyer to Fire a Supplier
    2026/06/07
    In this episode, Lucas and Luna explore a counterintuitive sales move: asking a prospect to fire an existing supplier before letting them buy. They break down a real case where a software sales rep, facing a procurement freeze, turned a 'not now' into a 'yes' by reframing the decision as a question of loyalty vs. results. The episode dives into the psychology of supplier inertia, the power of a forced trade-off, and why sometimes the best close is making the buyer feel the pain of not changing. Specific numbers and script snippets included. If you've ever been stalled by 'we're happy with our current vendor,' this one's for you. #Sales #Negotiation #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesStrategy #BuyerPsychology #SupplierInertia #VendorSwitch #TradeOff #SalesTactics #Revenue #PodcastEpisode #SalesTips #B2BSales #Procurement #SalesTraining Keep every episode free: buymeacoffee.com/fexingo
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    9 分
  • How One Rep Won a Deal by Admitting a Competitor Was Better

    How One Rep Won a Deal by Admitting a Competitor Was Better
    2026/06/06
    In episode 35 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: when admitting a competitor genuinely outperforms you in one area can actually win the deal. They dissect a real case where a software sales rep lost the feature comparison but won the six-figure contract by shifting the conversation to total cost of ownership, implementation ease, and long-term support. Lucas explains the psychological principle of 'idiosyncratic fit' — how buyers often prefer a solution that's not the absolute best on paper but better suited to their specific workflow and risk tolerance. Luna pushes back with the danger of false modesty and when this tactic backfires. The episode includes a light donation segment tied to the show's ad-free model, then closes with a practical framework for deciding when vulnerability helps versus hurts your negotiation position. #Sales #Negotiation #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesTactic #CompetitorStrategy #IdiosyncraticFit #VulnerabilityInSales #TotalCostOfOwnership #FeatureComparison #SalesPsychology #WinLostAnalysis #SalesFrame #ObjectionHandling #DealStrategy #SalesRep Keep every episode free: buymeacoffee.com/fexingo
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    10 分
  • How One Rep Used a Competitor Discount to Win the Deal

    How One Rep Used a Competitor Discount to Win the Deal
    2026/06/06
    Episode 34 of Closing the Deal with Fexingo. Lucas and Luna break down a real-world case where a sales rep at a B2B SaaS company turned a competitor's steep discount offer into a strategic advantage. They walk through the exact conversation: how the rep acknowledged the lower price without matching it, reframed the value gap, and closed at full price. The episode explores the psychology of discounting, the risk of price-matching, and why anchoring on total cost of ownership beats unit price. Specific numbers, phrases, and the rep's three-step response framework included. No fluff, one concrete takeaway. #SalesNegotiation #B2BSales #CompetitorDiscount #PriceMatching #ValueSelling #SalesStrategy #ClosingTechniques #TotalCostOfOwnership #SaaS #DiscountingPsychology #SalesTraining #Business #BusinessPodcast #FexingoBusiness #ClosingTheDeal #RevenueConversations #SalesTips #NegotiationTactics Keep every episode free: buymeacoffee.com/fexingo
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    8 分
  • How Closing Faster Can Lose You the Deal

    How Closing Faster Can Lose You the Deal
    2026/06/05
    Episode 33 of Closing the Deal with Fexingo challenges the conventional wisdom that speed wins in sales. Lucas and Luna dissect a real case from June 2026: a B2B software rep who lost a $400,000 deal by rushing the close. They explore why pushing for a signature too early triggers buyer's remorse, how a rep's 'hurry-up' framing backfired, and the counterintuitive strategy of slowing down to let the prospect sell themselves. The hosts share a three-step pacing framework: ask the gut-check question, leave space for silence, and confirm the problem before presenting the price. They also discuss how top salespeople use timeline compression as a diagnostic, not a tactic. This episode offers a specific, actionable shift for anyone who feels the urge to close on the first 'yes'—and why patience often yields better terms, stronger relationships, and fewer deal rescissions. No platitudes, just a real mistake and a replicable fix. #ClosingTheDeal #SalesStrategy #Negotiation #B2BSales #SalesPsychology #ClosingTechniques #SalesPacing #DealManagement #BuyersRemorse #SalesMistakes #EnterpriseSales #SalesProcess #RevenueGrowth #BusinessPodcast #FexingoBusiness #June2026 #SalesTips #PatienceInSales Keep every episode free: buymeacoffee.com/fexingo
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    9 分