Closing the Deal with Fexingo · 2026-07-04 · 11 min
In episode 92 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: asking the buyer directly for their budget early in the process. They break down a real case from a mid-market SaaS company where a rep avoided months of wasted effort by getting the number on the table in the first call. The hosts discuss why most reps fear this question, how to frame it without sounding pushy, and the surprising psychology behind buyer honesty when asked the right way. Lucas shares data from Gong showing that deals where budget is discussed in the first meeting close at a 20% higher rate. Luna pushes back on timing concerns, leading to a nuanced take on when and how to ask. The episode also includes a light donation ask from the hosts, tying listener support to keeping the show ad-free. No fluff, no filler - just one sharp angle on a topic that makes buyers and reps alike uncomfortable, and why that discomfort is exactly the point.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
How One Rep Won by Asking the Buyer to Fund the Launch72 / 100The 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 / 100
The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100
