Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Sales Teams Can Stop Losing Deals on Price
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…
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