How a Rep Won by Asking the Buyer to Write a Case Study - Closing the Deal with Fexingo

Topics in this episode

Closing techniques negotiation sales tactics case study commitment buyer commitment

Episode notes

In this episode of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer to commit to a written case study before the deal closes. The hosts break down a real-world example from a B2B analytics company where a sales rep named Jamie used this approach to turn a stalled negotiation into a signed contract. Lucas explains the psychological principle of commitment and consistency - how getting the buyer to invest in the story of the partnership creates mutual accountability. Luna questions the risks of asking for such a big favor before the ink is dry, and they discuss how to frame the request so it feels like a value exchange, not a burden. The episode also covers when this tactic works best (long sales cycles, high-ticket items) and when it could backfire (commodity purchases, low-margin deals). Listeners walk away with a specific, actionable technique to deepen buyer engagement and shorten time-to-close. The episode closes with a reflection on how small commitments lead to big wins.

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