How a Rep Won by Asking the Buyer to Audit Their Own Spend

Episode notes

Episode 106 of Closing the Deal with Fexingo. Lucas and Luna dive into a counterintuitive sales tactic: asking the buyer to audit their own existing spend. They walk through a real-world case where a B2B SaaS rep, facing a skeptical procurement director, asked the buyer to pull a full year of invoices across the category. Two things happened: the buyer discovered $200,000 in redundant software licenses, and the rep's solution, which cost $150,000, suddenly looked like a 25% savings. They discuss why this approach works - it reframes the conversation from cost to value, builds trust, and lets the buyer discover the problem themselves. They also explore the psychological principle of self-generated evidence, the risk of asking for scrutiny, and how to set up the audit request without sounding presumptuous. Perfect for sales professionals, founders, and anyone who negotiates. #Sales #Negotiation #B2BSales #SaaS #Procurement #SpendAudit #ValueSelling #TrustBasedSales #BuyerPsychology #SalesTactics #Revenue #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesTips #SalesStrategy #Podcast Keep every episode free: buymeacoffee.com/fexingo

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• How Fortune 500s Negotiate Vendor Data Resale RightsEnterprise Tech with Fexingo · on Procurement negotiation89 / 100
• Unlocking B2B Sales SuccessTrue Confessions of a Sales Leader · on SaaS Sales75 / 100
• The End of Discounting Games: A Transparent Approach to Pricing and NegotiationThe B2B BRAND180 Podcast with Linda Fanaras · on Procurement negotiation73 / 100
• The Executive Lens on Pricing, Value, and Growth with Charlton EvansIf Prices Could Talk · on Procurement negotiation70 / 100
• How Top Reps Use the Loss Aversion Principle in NegotiationsSales Leadership with Fexingo · on Procurement negotiation
• How a Solo Dev Hit 10K MRR With a Product That Sells Only via Twitter DMsThe Indie Hacker Podcast with Fexingo · on SaaS Sales

• How One Rep Won by Asking the Buyer to Fund the Launch72 / 100
• The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100
• How a Rep Won by Negotiating Against Their Own Offer86 / 100
• How 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