Closing the Deal with Fexingo · 2026-07-24 · 7 min
In this episode, we examine a software sales rep named Carla who won a $2.3 million deal by asking her buyer to redefine how they measured ROI. The buyer's CFO had set a hard 18-month payback requirement. Carla didn't argue with the number - she asked the CFO to walk through the cost savings and revenue uplift from their internal model. She found a critical hidden assumption: they were using the sales rep's fully loaded cost (including benefits and overhead) but only counting a fraction of the revenue a new hire could bring. By asking the CFO to recalculate using marginal cost instead, the payback period dropped from 18 months to 9. Carla won the deal. We break down why this works: most ROI conversations are about defending your price, but the real leverage is in the buyer's own math. Lucas and Luna discuss how to ask permission to audit the buyer's model, what to do when you find an error, and why this approach builds trust instead of friction.
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