How One Rep Won a Deal by Asking for a Referral Mid-Process

Episode notes

In Episode 44 of Closing the Deal with Fexingo, Lucas and Luna break down a counterintuitive sales tactic: asking for a referral before the deal is closed. They walk through a real case where a B2B SaaS rep lost momentum halfway through negotiations and turned it around by asking the buyer to introduce them to the CFO. The episode explores why mid-process referrals build internal champions, shorten buying cycles, and actually increase close rates. Lucas shares the specific phrasing the rep used and the research behind the approach - including data from Gong showing deals with mid-process referrals are 40 percent more likely to close. Luna pushes back on whether it risks looking desperate, and they land on a clear framework for when and how to pull this move. If you sell to multiple stakeholders, this episode gives you a concrete script to try. #SalesTactic #ReferralSelling #B2BSales #ClosingTechniques #InternalChampion #SalesPsychology #GongLabs #BuyingCommittee #SalesProcess #Negotiation #BusinessPodcast #SalesStrategy #CustomerReferral #DealAcceleration #WinRates #SalesExecution #FexingoBusiness #ClosingTheDeal 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 Top Sales Reps Build Internal Champions to Close DealsSales Leadership with Fexingo · on internal champion

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