Closing the Deal with Fexingo · 2026-08-03 · 6 min
In this episode, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to name their internal champion. They dissect a real deal where a software rep, facing a stalled procurement process, turned the tables by requesting the buyer identify who would champion the project internally. This simple question unlocked a hidden layer of decision-making and ultimately closed the sale. Lucas breaks down the psychology behind the move, the risks of asking, and how it repositions the rep from vendor to collaborator. Luna shares a contrasting cautionary tale where the tactic backfired. They discuss when this works, when it doesn't, and the importance of genuine curiosity over manipulation. By the end, you'll understand why this question can be a game-changer in complex B2B sales and how to frame it authentically. Tune in for a practical, nuanced look at a negotiation strategy that goes beyond the surface.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How One Rep Won by Asking the Buyer to Fund the Launch72 / 100The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100How a Rep Won by Negotiating Against Their Own Offer86 / 100How One Rep Closed by Asking the Buyer for a Competitor Comparison81 / 100
The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100
