Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Handle the Think It Over Stall
- Published
- July 27, 2026
- Duration
- 7:21
- Summary source
- description
- Last updated
- Aug 19, 2026
Discusses In this episode of Sales Leadership with Fexingo, Lucas and Luna dive into the dreaded 'I need to th…
Summary
In this episode of Sales Leadership with Fexingo, Lucas and Luna dive into the dreaded 'I need to think about it' stall that kills deals. Drawing on data from Gong's analysis of over 100,000 sales calls, Lucas reveals that vague next steps are the top predictor of this objection. He shares concrete techniques top reps use to turn the stall into a decision…
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Show notes
In this episode of Sales Leadership with Fexingo, Lucas and Luna dive into the dreaded 'I need to think about it' stall that kills deals. Drawing on data from Gong's analysis of over 100,000 sales calls, Lucas reveals that vague next steps are the top predictor of this objection. He shares concrete techniques top reps use to turn the stall into a decision point: presumptive next steps, setting hard follow-up deadlines, and using loss aversion reframes. Luna challenges the idea that it's always t