Closing the Deal with Fexingo · 2026-07-21 · 12 min
In Episode 125 of Closing the Deal, Lucas and Luna unpack a counterintuitive sales tactic: asking the buyer for a 'no' instead of a 'yes.' They explore how one SaaS rep, Jenna Cortez, turned a stalled seven-figure deal around by explicitly inviting the procurement director to reject her proposal. Jenna's approach, rooted in behavioral psychology, forced the buyer to articulate their real objections and overcome cognitive dissonance. Lucas explains the research behind 'commitment and consistency' and why a direct 'no' request can actually accelerate decisions. Luna shares how she's seen similar tactics work in enterprise negotiations. The hosts discuss when this move fits - typically late-stage deals with hidden resistance - and when it backfires. By the end, listeners learn a concrete technique to test deal viability and reframe rejection as a path to closure.
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