Closing the Deal with Fexingo · 2026-08-08 · 10 min
In this episode of Closing the Deal with Fexingo, hosts Lucas and Luna break down a counterintuitive negotiation tactic: the contract pause. When a mid-market software buyer hit a budget freeze mid-cycle, the rep didn't push, discount, or walk away. Instead, she asked for a written pause clause that let the buyer stop payments for up to six months without killing the deal. Lucas walks through how that single request changed the risk calculus, kept the deal alive through a procurement freeze, and eventually closed at full price. Luna pushes back on the downsides - what if the pause gets triggered? How do you protect revenue recognition? They explore the legal and relational nuances, the exact language that made the clause work, and why this approach only lands when trust is already high. If you've ever faced a stalled deal that felt like a dead end, this episode offers a fresh playbook for turning a 'no' into a 'not now' - and still getting paid.
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