Closing the Deal with Fexingo · 2026-06-15 · 8 min
In this episode, Lucas and Luna explore a specific technique for identifying the true decision-maker in a B2B sales process. Lucas shares a case from a cybersecurity software deal where the rep asked a single question - 'Who else needs to sign off on this?' - and discovered the real economic buyer was three layers above the contact they'd been pitching. They discuss why direct questions about authority often fail, how to reframe the question as a logistics check, and why the answer can save months of wasted pipeline. Luna pushes back on whether this works in enterprise sales with complex buying committees, and Lucas offers a concrete script to try on the next call. #Sales #Negotiation #B2BSales #DecisionMaker #BuyingCommittee #SalesTechnique #ClosingTheDeal #SalesStrategy #RevenueGrowth #SalesTips #SalesProcess #EnterpriseSales #SalesTraining #Business #BusinessPodcast #FexingoBusiness #SalesConversations #Podcast Keep every episode free: buymeacoffee.com/fexingo
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