The Sales Rep Who Won by Asking the Buyer to Talk to Their Competitor

Episode notes

In episode 119 of Closing the Deal with Fexingo, Lucas and Luna unpack a counterintuitive sales move: asking a prospect to speak with a competitor before buying from you. They walk through a real case of a B2B SaaS rep selling a $150k annual contract for marketing analytics. The buyer was down to two finalists - the rep's company and a well-known incumbent. Instead of pushing features or pricing, the rep said: 'Before you decide, call my competitor's customer success team and ask about churn.' The buyer did, learned the competitor had a 35% churn rate among companies of their size, and signed with the rep. Lucas and Luna break down the psychology - signaling confidence, reframing risk, and letting the competitor's weakness become your strongest proof. They also discuss when this tactic backfires and how to make it feel authentic. #Sales #Negotiation #B2BSales #SalesTactics #CompetitiveSelling #TrustBuilding #CustomerSuccess #ChurnRate #MarketingAnalytics #SalesPsychology #ObjectionHandling #EnterpriseSales #ClosingTheDeal #FexingoBusiness #BusinessPodcast #RevenueGrowth #SalesStrategy #Business Keep every episode free: buymeacoffee.com/fexingo

Related episodes across the Index

Other episodes covering the same guests and topics, from across The B2B Podcast Index.

• Episode 107 - From Email List to Membership: Build Recurring Revenue Without Ads with Mike MorrisonCreate Online Business Success! · on Churn rate86 / 100
• 211: Key Numbers Every Therapist Needs to Track for Client Retention and Business GrowthMoney Skills For Therapists · on Churn rate85 / 100
• How Marketing Attribution Fails on Subscription ModelsMarketing Analytics with Fexingo · on Churn rate82 / 100
• #364 - Cracking the Code on Retention: Recharge CEO Reveals What Best-in-Class Subscription Brands Do DifferentlyDTC POD · on Churn rate80 / 100
• SaaS Metrics Are Lying To You (ft. Corey Haines of Swipefiles & SavvyCal)Exploring Product · on Churn rate79 / 100
• MicroConf Tactics: The Real Reason SaaS Customers Cancel (here's how to fix it)MicroConf On Air · on Churn rate76 / 100

• How One Rep Won by Asking the Buyer to Fund the Launch72 / 100
• The Rep Who Won by Asking for a 20 Percent Price Cut69 / 100
• How a Rep Won by Negotiating Against Their Own Offer86 / 100
• How One Rep Closed by Asking the Buyer for a Competitor Comparison81 / 100
• The Sales Rep Who Won by Telling the Buyer He Was Wrong72 / 100