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.
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