Closing the Deal with Fexingo · 2026-06-28 · 9 min
In Episode 80 of Closing the Deal, Lucas and Luna dive into a counterintuitive closing tactic: a sales rep who won a major deal by explicitly asking the buyer to share their biggest criticism. They walk through the actual negotiation - a $2.3 million enterprise software deal with a skeptical CTO - and explain why inviting negative feedback built more trust than any feature demo could. The episode breaks down the psychology behind the ask, the exact phrasing used, and why most reps are too afraid to try it. Plus, a quick discussion on how this tactic applies to renewals and upselling. By the end, you'll have a concrete script you can adapt for your next stalled deal. #Sales #Negotiation #ClosingTactics #EnterpriseSales #ObjectionHandling #TrustBuilding #BuyerPsychology #SalesTechniques #Business #FexingoBusiness #BusinessPodcast #B2BSales #SalesStrategy #RevenueGrowth #SalesTips #LindaConnors #BadReviewTactic #CognitiveDissonance 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
