Closing the Deal with Fexingo · 2026-07-05 · 8 min
In episode 94 of Closing the Deal with Fexingo, Lucas and Luna break down the counterintuitive strategy of asking a buyer to write your RFP for you. They walk through a real case from a mid-market SaaS company where a rep named Carla was trailing behind two incumbents with stronger relationships. Instead of submitting her own proposal, she asked the buyer to draft the 'perfect RFP' criteria - and then built her entire pitch to exceed it. The result: she flipped a zero-traction deal into a signed contract in three weeks. Lucas and Luna explore why this tactic works, when it backfires, and how it reshapes the power dynamic in competitive evaluations. No generic advice - just a specific, repeatable move that changes whose paper the buyer is really grading against. #SalesStrategy #Negotiation #RFPTactics #CompetitiveDeals #BuyerPsychology #SaaSSales #B2BSales #ClosingTechniques #SalesReps #BusinessPodcast #FexingoBusiness #Podcast #SalesTraining #RevenueGrowth #MidMarketSales #Procurement #SalesWins #CarlaCaseStudy 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
