Closing the Deal with Fexingo · 2026-07-22 · 11 min
In episode 128 of Closing the Deal with Fexingo, Lucas and Luna dissect a real sales scenario where a rep closed a six-figure SaaS deal by turning the business case back on the buyer. The rep didn't bring ROI calculators or pitch decks. Instead, she asked the procurement director at a mid-sized logistics firm to build their own internal justification, using their own data, their own cost centers, and their own approval thresholds. The result: the deal moved from stalled to closed in 11 days. Lucas breaks down the psychology - why asking the buyer to do the math creates ownership and kills objections. Luna shares a counter-example where a rep tried the same tactic but failed because they asked too early. They explore the specific framing that makes this work, including the exact two questions the rep used, why the buyer's CFO actually preferred this approach, and how this method forces the buyer to confront internal friction before the vendor even gets involved. Plus, a brief look at when this tactic backfires - and how to avoid the trap of the 'homework objection.' Tight, tactical, and immediately applicable for anyone who sells complex B2B solutions.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How One Rep Won by Asking the Buyer to Fund the Launch72 / 100The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100How a Rep Won by Negotiating Against Their Own Offer86 / 100How 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
