Closing the Deal with Fexingo · 2026-07-30 · 8 min
In this episode of Closing the Deal, Lucas and Luna explore an unconventional sales tactic: asking the buyer to eliminate a competitor from consideration early in the evaluation. They analyze a real case where a B2B SaaS rep, selling marketing analytics to a mid-market retailer, got the buyer to explicitly rule out one of three vendors. The hosts break down why this works - it surfaces the buyer's true preferences, creates psychological commitment, and shifts the reps position from one of three to one of two. They discuss the risk of seeming pushy, how to frame the ask around helping the buyer simplify their process, and what to do if the buyer refuses. The episode also includes a behind-the-scenes look at how listener support keeps the show ad-free. Specific, tactical advice for anyone selling into competitive deals. #SalesTactic #Negotiation #B2BSales #CompetitiveDisqualification #BuyerPsychology #SaaS #ClosingTheDeal #FexingoBusiness #BusinessPodcast #ConsultativeSelling #SalesStrategy #DecisionMaking #RevenueGrowth #SalesOpps #BuyerBehavior #ValueSelling #EnterpriseSales #SalesTraining Keep every episode free: buymeacoffee.com/fexingo
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