Closing the Deal with Fexingo · 2026-06-29 · 11 min
What do you do when a buyer says 'we would have bought this last year, but now the budget is gone'? Most reps walk away. This episode unpacks the true story of a B2B SaaS rep who didn't. Instead, she asked the buyer to reconstruct the timeline of when the need first emerged, who else was involved, and what changed. That one question reopened a closed door. We trace the logic: by anchoring the conversation to a past moment of urgency, the rep bypassed the 'no budget' objection and got the buyer to co-create a path back to yes. We also cover the psychological principle at play - the 'fresh start effect' - and how it applies to sales timelines. If you've ever been told 'we'd love to, but the timing isn't right', this episode gives you a concrete alternative to just walking away. A practical, tactical episode for anyone who sells into long sales cycles. #Sales #Negotiation #B2BSales #ClosingTechniques #ObjectionHandling #FreshStartEffect #SalesPsychology #TimelineReconstruction #NoBudget #RevenueConversations #SalesRep #BusinessPodcast #FexingoBusiness #SalesStrategy #BuyerPsychology #RevenueGrowth #ConsultativeSelling #SalesTraining 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
