Closing the Deal with Fexingo · 2026-08-28 · 8 min
In this episode of Closing the Deal, Lucas and Luna break down the story of a mid-market SaaS rep who turned a stalled enterprise negotiation around by asking for a small, time-boxed pilot program. They explore why the request worked: it lowered the buyer's perceived risk, gave the champion internal evidence, and created a natural deadline that forced a decision. Lucas and Luna walk through the specific language the rep used, the objections they anticipated, and how the pilot's success metrics were tied back to the original business case. They also discuss when a pilot is the right move versus when it can drag out a sales cycle, and how to structure the pilot so it ends with a decision, not another evaluation. If you've ever been stuck in a negotiation where the buyer keeps saying 'not yet,' this episode offers a concrete tactic to move the conversation forward without discounting or caving on price.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
The Art of the Silent Close88 / 100How to Close Without Asking for the SaleHow Price Anchoring Wins Complex B2B DealsHow Asking for the Second Signature Wins DealsHow The Final Email Wins Enterprise Deals
