Closing the Deal with Fexingo · 2026-07-07 · 10 min
In episode 97 of Closing the Deal with Fexingo, Lucas and Luna break down a counterintuitive sales tactic: the forced binary choice. They examine a real case where a SaaS rep at a mid-market cybersecurity firm had been chasing a $400,000 deal for nine months with no decision. The buyer kept asking for more demos, more references, more paperwork. Finally, the rep sent a one-sentence email: 'Are you ready to move forward or not? No further presentations. Just a yes or no.' The buyer replied 'yes' within an hour, and the deal closed three days later. Lucas explains the psychology behind the 'forced close' - how it strips away buyer procrastination and compels a decision. Luna pushes back on whether it risks burning bridges. They discuss when to use it (late-stage stalls where you've already delivered value), how to phrase it without sounding aggressive, and why silence from the buyer is actually a signal, not a setback. If you're stuck in a deal that won't die but won't close either, this episode offers a practical, high-stakes move to break the logjam.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
The Art of the Silent Close88 / 100How to Close Without Asking for the SaleHow Price Anchoring Wins Complex B2B DealsHow Asking for the Second Signature Wins DealsHow The Final Email Wins Enterprise Deals
