How One Rep Won by Bringing a Cost-Benefit Analysis

In episode 59 of Closing the Deal with Fexingo, Lucas and Luna unpack a powerful but underused tactic: bringing a custom cost-benefit analysis to the final meeting. They walk through a real case where a SaaS rep was losing to a cheaper competitor, then flipped the deal by quantifying the hidden costs of switching and the value of an integrated stack. The episode covers how to build the spreadsheet, what numbers to include (implementation time, training hours, error rates), and the exact framing that keeps you from sounding like a pushy salesperson. Lucas shares a template he used to increase average deal size by 20 percent. Luna challenges whether this works in procurement-heavy enterprise sales. They land on a simple rule: if you can't show a 3x return within 12 months, don't bring the sheet. 8-12 minute listen for B2B sales reps, founders, and anyone who negotiates recurring contracts. #Sales #Negotiation #B2BSales #CostBenefitAnalysis #ValueSelling #ROI #SalesStrategy #ClosingTechniques #EnterpriseSales #SaaS #BusinessPodcast #FexingoBusiness #ClosingTheDeal #RevenueConversations #SalesTraining #Business #Finance #Podcast Keep every episode free: buymeacoffee.com/fexingo