Closing the Deal with Fexingo · 2026-07-13 · 8 min
In this episode of Closing the Deal, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer about their timeline and then deliberately slowing things down. They break down a real-world case where a SaaS rep at a mid-market CRM company was facing a procurement stall and a skeptical VP. Instead of pushing for a close, the rep asked the buyer to walk through their internal approval process and timeline - and then offered to delay the demo by two weeks to let the buyer build internal consensus. The result was a faster close, a larger deal, and no discount. Lucas and Luna discuss why asking about timeline often reveals hidden constraints - like budget freezes, competing priorities, or a missing champion - and why most reps skip this question because they're afraid of the answer. They also touch on the psychology of buyer hesitation and the difference between a genuine delay and a polite no. This episode is packed with practical questions any salesperson can use on their next call.
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