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How Sales Reps Can Stop Killing Deals With Discounts
Season 1
Episode 24
Published 3 weeks, 5 days ago
Description
Episode 24 of Sales Leadership with Fexingo gets into the psychology of discounting and why it so often backfires. Lucas and Luna break down the real cost of a 10 percent discount using a simple margin model, and discuss how top sales reps reframe value instead of dropping price. They look at a case from a SaaS company where the sales team trained on value-based selling reduced discount frequency by 40 percent without losing close rate. The hosts also share three specific phrases sales reps can use when a buyer asks for a lower price, and explain why anchoring on total cost of ownership beats negotiating on monthly or annual price. No fluff, just the math and the talk track.