How a Sales Rep Won by Mapping the Buyer's Decision Criteria - Closing the Deal with Fexingo

Topics in this episode

Enterprise sales Buying committee sales rep Decision criteria weighted 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

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