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How Sales Teams Can Stop Losing Deals on Price
Description
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle the number one objection sales reps face: 'Your price is too high.' They explore why price objections are often a symptom of poor value articulation, not a real budget constraint. Using the example of a mid-market SaaS company that cut discounting by 40 percent by retraining reps to quantify ROI before quoting price, Lucas explains the psychology of anchoring and the 'value-first' framework. Luna pushes back on whether this works in commoditized markets, and Lucas shares a counterintuitive tactic: raising the initial price to premium-position the product. They also discuss how to train reps to handle the objection without caving. The episode offers a concrete playbook for sales leaders who want to protect margin without losing deals.