Closing the Deal with Fexingo · 2026-07-16 · 7 min
Sales reps often pitch a fixed solution and hope it sticks. But what if you asked the buyer to help design it? This episode unpacks a real case from early 2026: a mid-market SaaS rep at a workforce analytics firm named Chenoa. Her prospect - a regional hospital network - kept stalling on a six-figure deal. Instead of discounting or adding features, Chenoa asked the network's COO to co-create the implementation plan: which metrics, which departments, which success threshold. The COO went from passive evaluator to invested partner. The deal closed in three weeks - at full price. Lucas and Luna break down the psychology: why co-creation kills the vendor-vs-buyer dynamic, why it works best with complex deals, and the one question you should never ask when inviting a buyer to co-create. Plus: the subtle difference between co-creation and letting the buyer run the process.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
The Art of the Silent Close88 / 100How to Close Without Asking for the SaleHow Price Anchoring Wins Complex B2B DealsHow Asking for the Second Signature Wins DealsHow The Final Email Wins Enterprise Deals
