Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Reps Can Handle Price Objections Without Discounting
In episode 37 of Sales Leadership with Fexingo, Lucas and Luna tackle the most common objection sales reps face: 'your price is too high.' They break down a specific framework from the Challenger Sale — teach, tailor, take control — using a real example of a rep who turned a price objection into a signed deal without dropping a dollar. Lucas shares the psychology behind why buyers say 'too expensive' even when price isn't the real issue, and Luna pushes back on when discounting actually makes sense. They also discuss the 'pocket of value' technique and how…
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