How One Rep Won by Asking Three Closing Questions

Episode notes

In this episode of Closing the Deal, Lucas and Luna break down a specific tactic: how a B2B sales rep closed a $1.2 million contract by asking three simple questions during the final meeting - and not pitching once. They walk through the exact sequence: 'What would have to be true for you to sign today?', 'What's holding you back?', and 'If nothing changes, what happens in 90 days?' The case involves a cybersecurity firm selling to a regional bank in Q1 2026, and the approach was tested across 40 deals. Lucas explains why question-based closes build trust and reduce buyer regret, while Luna pushes back on whether it works in transactional sales. They land on a practical framework listeners can use in their next meeting. #SalesTactics #ClosingQuestions #B2BSales #ConsultativeSelling #TrustBasedSales #Cybersecurity #RegionalBank #DealSize #Negotiation #BuyerPsychology #QuestionBasedClose #SalesTraining #RevenueConversations #Business #SalesPodcast #FexingoBusiness #BusinessPodcast #ClosingTheDeal Keep every episode free: buymeacoffee.com/fexingo

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