『Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators』のカバーアート

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators

Closing the Deal with Fexingo: Sales, Negotiation, and Revenue Conversations for Operators

著者： Fexingo
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Sales and negotiation are rarely taught with the rigor they deserve. Lucas and Luna sit across from each other in this series to dissect real deal-making — not the platitudes of closing techniques, but the actual arithmetic of concessions, the psychology of anchoring, and the structural choices that separate a handshake from a signature. Each episode takes a single negotiation scenario — a SaaS renewal, a distribution partnership, a founder's exit term sheet — and walks through the variables: reserve price, BATNA, discount curves, and the leverage that exists only if you know where to look. Lucas brings the reporter's instinct for precedent and data; Luna tests every assumption against what she has seen on both sides of the table as an operator. Together they examine famous closed deals (the Disney–Comcast cable carriage fight, the Salesforce–Slack acquisition dance) and anonymized real-world cases from listeners. The show does not pretend that every negotiation ends in a win-win. Some deals should not close. Some negotiators should walk. The question is whether you can tell the difference before the ink is dry. Listeners who have to negotiate for a living — founders, sales leaders, procurement officers, investment bankers — will find a vocabulary for moves they already sense, and a framework for moves they have not yet tried. What does a good concession actually cost? When do you let silence do the talking? And how do you know if you are being played, or if you are playing yourself? #SalesNegotiation #ClosingTechniques #BATNA #DealMaking #RevenueStrategy #SalesPsychology #NegotiationTactics #TermSheets #FounderAdvice #MergersAndAcquisitions #Business #FexingoBusiness #BusinessPodcast #Finance #CareerGrowth #Leadership #Entrepreneurship #SalesTraining Keep every episode free: buymeacoffee.com/fexingo© 2026 Fexingo. All rights reserved. 経済学
エピソード
  • 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
    2026/06/07
    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 分
  • How One Rep Won a Deal by Admitting a Competitor Was Better

    How One Rep Won a Deal by Admitting a Competitor Was Better
    2026/06/06
    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 分
  • How One Rep Used a Competitor Discount to Win the Deal

    How One Rep Used a Competitor Discount to Win the Deal
    2026/06/06
    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 分
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