How a Sales Rep Won by Mapping the Buyer's Decision Criteria

Episode notes

In episode 140 of Closing the Deal with Fexingo, Lucas and Luna unpack a powerful but underused sales technique: asking the buyer to explicitly map and weight their decision criteria. They follow a real-world case - a mid-market manufacturing company evaluating three ERP vendors - where one sales rep took the risk of asking each member of the buying committee to write down their top priorities and assign a percentage weight. The result? A tailored proposal that addressed the CIO's concern about integration timelines and the VP of Operations' focus on training costs. Lucas and Luna break down why this approach builds trust, surfaces hidden objections, and gives reps a clear roadmap to the close. They also discuss how to handle pushback and when NOT to use this method. #Sales #Negotiation #Revenue #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #DecisionCriteria #BuyingCommittee #EnterpriseSales #ERP #Manufacturing #SalesTechnique #TrustBuilding #ObjectionHandling #CompetitiveDeals #SalesStrategy #B2BSales 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.

• Masters of MEDDICC - The Art Of Decision Criteria With Luke Rogers - #Episode 17Masters of MEDDICC · on Enterprise sales83 / 100
• The Evolution of BDRs: Salesloft CRO Explains Why | Belkins Podcast Episode #17Belkins Podcast · on Enterprise sales81 / 100
• What I Wish I’d Known About Sales With Tom HappeB2B Sales Playbook · on Enterprise sales79 / 100
• Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ GeordieCyber Go-To-Market Talk · on Enterprise sales79 / 100
• He churned 100% of his revenue on purpose - then grew 10x to $2M ARR in under 12 months. | Ali Khokhar, Founder of Amigo AIA Product Market Fit Show · on Enterprise sales78 / 100
• UserEvidence: MarTech Category Creation and Mountain Town Sales Teams with Evan Huck of UserEvidenceFounder-Led Sales Stories with Pete Kazanjy · on Enterprise sales76 / 100

• 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