Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Handle a Prospect Who Attacks Your Price
What do you do when a prospect attacks your price before you've even shown the full value? In this episode, Lucas and Luna break down the psychology behind price objections and how to respond without discounting or getting defensive. They dive into the concept of 'value anchoring' — using a higher-priced option as a reference point to make your actual offering seem reasonable. Using the real-world example of Basecamp's transparent pricing page, they show how positioning the most expensive tier first can change the entire negotiation. Lucas shares a three-step framework for…
The skinny
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