Closing the Deal with Fexingo · 2026-06-15 · 11 min
Episode 54 of Closing the Deal with Fexingo: Lucas and Luna dissect a single, high-leverage question that exposes when a prospect is bluffing about a competitor's offer. They walk through a real deal where a rep was told a rival was 'half the price' - and how asking 'What specifically is structured differently?' revealed the buyer was comparing apples to oranges. The episode covers why most reps accept competitor claims at face value, the psychology of buyers who bluff, and a three-step framework to pressure-test any competitive objection without sounding combative. Listeners walk away with one question they can use in their next call to separate genuine competition from negotiation theater. #SalesNegotiation #DealClosing #CompetitiveAnalysis #BuyerPsychology #ObjectionHandling #SalesTactics #Business #FexingoBusiness #BusinessPodcast #SalesTraining #NegotiationSkills #RevenueGrowth #DealStrategy #SalesDiscovery #CompetitorBluff #QuestioningTechnique #SalesFramework #ClosingTechniques Keep every episode free: buymeacoffee.com/fexingo
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
The 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 / 100The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100How One Rep Closed by Asking the Buyer to Fire Their Vendor80 / 100
