Episodes

  • The One Question That Reveals If the Budget Is Real

    The One Question That Reveals If the Budget Is Real
    Jun 7 2026
    Every salesperson has heard 'we don't have the budget.' But how do you know if that's a genuine constraint or a polite blow-off? In this episode, Lucas and Luna break down the one question that separates real budget objections from fake ones. They walk through a specific case: a mid-market SaaS rep who was stuck in a six-month sales cycle with a prospect who kept citing budget as the blocker. By asking one simple question — 'If we could structure the payments to fit your cash flow, would you move forward today?' — the rep uncovered that the real issue wasn't money; it was a lack of urgency and an internal champion who hadn't done the work. Lucas and Luna discuss why budget objections are often a proxy for other concerns, how to test whether the budget is real without being pushy, and why the best time to ask about budget is before you ever talk about price. If you've ever lost a deal you thought was a sure thing, this episode might save your next one. #Sales #Negotiation #BudgetObjection #ClosingTechniques #SalesPsychology #ObjectionHandling #SaaS #B2BSales #SalesStrategy #Revenue #FexingoBusiness #BusinessPodcast #SalesTips #DealClosure #SalesTraining #CashFlow #Urgency #SalesCycle Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Won a Deal by Asking the Buyer to Fire a Supplier

    How One Rep Won a Deal by Asking the Buyer to Fire a Supplier
    Jun 7 2026
    In this episode, Lucas and Luna explore a counterintuitive sales move: asking a prospect to fire an existing supplier before letting them buy. They break down a real case where a software sales rep, facing a procurement freeze, turned a 'not now' into a 'yes' by reframing the decision as a question of loyalty vs. results. The episode dives into the psychology of supplier inertia, the power of a forced trade-off, and why sometimes the best close is making the buyer feel the pain of not changing. Specific numbers and script snippets included. If you've ever been stalled by 'we're happy with our current vendor,' this one's for you. #Sales #Negotiation #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesStrategy #BuyerPsychology #SupplierInertia #VendorSwitch #TradeOff #SalesTactics #Revenue #PodcastEpisode #SalesTips #B2BSales #Procurement #SalesTraining Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Won a Deal by Admitting a Competitor Was Better

    How One Rep Won a Deal by Admitting a Competitor Was Better
    Jun 6 2026
    In episode 35 of Closing the Deal with Fexingo, Lucas and Luna explore a counterintuitive sales tactic: when admitting a competitor genuinely outperforms you in one area can actually win the deal. They dissect a real case where a software sales rep lost the feature comparison but won the six-figure contract by shifting the conversation to total cost of ownership, implementation ease, and long-term support. Lucas explains the psychological principle of 'idiosyncratic fit' — how buyers often prefer a solution that's not the absolute best on paper but better suited to their specific workflow and risk tolerance. Luna pushes back with the danger of false modesty and when this tactic backfires. The episode includes a light donation segment tied to the show's ad-free model, then closes with a practical framework for deciding when vulnerability helps versus hurts your negotiation position. #Sales #Negotiation #Business #FexingoBusiness #BusinessPodcast #ClosingTheDeal #SalesTactic #CompetitorStrategy #IdiosyncraticFit #VulnerabilityInSales #TotalCostOfOwnership #FeatureComparison #SalesPsychology #WinLostAnalysis #SalesFrame #ObjectionHandling #DealStrategy #SalesRep Keep every episode free: buymeacoffee.com/fexingo
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    10 mins
  • How One Rep Used a Competitor Discount to Win the Deal

    How One Rep Used a Competitor Discount to Win the Deal
    Jun 6 2026
    Episode 34 of Closing the Deal with Fexingo. Lucas and Luna break down a real-world case where a sales rep at a B2B SaaS company turned a competitor's steep discount offer into a strategic advantage. They walk through the exact conversation: how the rep acknowledged the lower price without matching it, reframed the value gap, and closed at full price. The episode explores the psychology of discounting, the risk of price-matching, and why anchoring on total cost of ownership beats unit price. Specific numbers, phrases, and the rep's three-step response framework included. No fluff, one concrete takeaway. #SalesNegotiation #B2BSales #CompetitorDiscount #PriceMatching #ValueSelling #SalesStrategy #ClosingTechniques #TotalCostOfOwnership #SaaS #DiscountingPsychology #SalesTraining #Business #BusinessPodcast #FexingoBusiness #ClosingTheDeal #RevenueConversations #SalesTips #NegotiationTactics Keep every episode free: buymeacoffee.com/fexingo
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    8 mins
  • How Closing Faster Can Lose You the Deal

    How Closing Faster Can Lose You the Deal
    Jun 5 2026
    Episode 33 of Closing the Deal with Fexingo challenges the conventional wisdom that speed wins in sales. Lucas and Luna dissect a real case from June 2026: a B2B software rep who lost a $400,000 deal by rushing the close. They explore why pushing for a signature too early triggers buyer's remorse, how a rep's 'hurry-up' framing backfired, and the counterintuitive strategy of slowing down to let the prospect sell themselves. The hosts share a three-step pacing framework: ask the gut-check question, leave space for silence, and confirm the problem before presenting the price. They also discuss how top salespeople use timeline compression as a diagnostic, not a tactic. This episode offers a specific, actionable shift for anyone who feels the urge to close on the first 'yes'—and why patience often yields better terms, stronger relationships, and fewer deal rescissions. No platitudes, just a real mistake and a replicable fix. #ClosingTheDeal #SalesStrategy #Negotiation #B2BSales #SalesPsychology #ClosingTechniques #SalesPacing #DealManagement #BuyersRemorse #SalesMistakes #EnterpriseSales #SalesProcess #RevenueGrowth #BusinessPodcast #FexingoBusiness #June2026 #SalesTips #PatienceInSales Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Won a Deal by Asking for a Competitor's Quote

    How One Rep Won a Deal by Asking for a Competitor's Quote
    Jun 5 2026
    In Episode 32 of Closing the Deal with Fexingo, Lucas and Luna dive into the counterintuitive sales tactic of asking a prospect for a competitor's quote. They break down a real case where a SaaS rep, facing a stalled six-figure deal, turned the tables by requesting the prospect's best offer from a rival. The result: the prospect revealed the competitor's price, shared their concerns, and gave the rep the exact information needed to structure a winning proposal. Lucas explains the psychology behind the 'reverse anchor' — how asking for information signals confidence and shifts the power dynamic. Luna challenges whether this works in commoditized markets and offers a caveat about timing. The episode also touches on the delicate balance between collaboration and manipulation, and includes a subtle donation mention for Fexingo's listener-supported model. Specific, actionable, and grounded in a real negotiation tactic. #Sales #Negotiation #ClosingDeals #B2BSales #SalesTactics #CompetitorAnalysis #ReverseAnchor #SalesPsychology #DealStrategy #SaaS #Business #FexingoBusiness #BusinessPodcast #SalesAdvice #Revenue #ProspectManagement #WinBackDeal #SalesTips Keep every episode free: buymeacoffee.com/fexingo
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    6 mins
  • How One Rep Turned a Lost Deal Into a Partnership

    How One Rep Turned a Lost Deal Into a Partnership
    Jun 4 2026
    In this episode, Lucas and Luna explore a counterintuitive sales strategy: what happens when you walk away from a deal not with a loss, but with an offer to collaborate. They dissect a real case where a B2B software sales rep, after being told 'no' by a Fortune 500 prospect, proposed a joint market research project instead. That 'no' turned into a paid pilot, then a multi-year contract worth $2.4 million. Lucas breaks down the psychology behind the pivot: why asking for a partnership instead of a purchase resets the power dynamic and uncovers hidden budgets. Luna challenges him on whether this works outside enterprise sales, and they discuss the signals that tell you when to pivot versus when to persist. If you've ever had a deal die at the last hurdle, this episode offers a concrete alternative to discounting or walking away empty-handed. #LostDeal #PartnershipStrategy #B2BSales #SalesPivot #EnterpriseSales #Fortune500 #SalesPsychology #JointResearch #PaidPilot #MultiYearContract #HiddenBudget #PowerDynamic #SalesTactics #Negotiation #Business #SalesPodcast #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    9 mins
  • How One Rep Won a Deal by Slowing Down the Closing

    How One Rep Won a Deal by Slowing Down the Closing
    Jun 4 2026
    Episode 30 of Closing the Deal with Fexingo reveals a counterintuitive sales move: slowing down the final stage to close bigger. Lucas and Luna break down a real case where a $250,000 software deal was about to sign—until the rep paused, asked for a meeting with the CFO, and uncovered an unspoken concern that would have killed the contract in month two. They explore why the 'rush to close' impulse often backfires, how to spot the signals that a deal needs deceleration, and a simple script for reframing the buyer's timeline. Packed with actionable tactics for any operator who negotiates or sells. #ClosingTheDealWithFexingo #Business #Sales #Negotiation #B2BSales #DealStrategy #SlowClose #ObjectionHandling #CFOSelling #RevenueConversations #SalesTactics #Procurement #ContractNegotiation #ImpliedCommitment #BuyerPsychology #SalesProcess #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo
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    10 mins