Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Handle Discount Requests from Procurement
Procurement professionals are trained to negotiate discounts, but most sales reps cave too quickly. In this episode, Lucas and Luna break down an actual negotiation with a $2.3 million SaaS deal where the procurement team demanded a 20% discount. They walk through the technique of using trade-offs instead of price cuts, how to reposition value when procurement says 'your price is too high,' and why the best reps actually welcome the conversation. Plus, they share a script for trading scope or payment terms for margin. If you've ever felt pressure to slash your price just to…
The skinny
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