Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Says Your Product Is Too Expensive
Episode 115 tackles one of the most common sales objections: 'Your product is too expensive.' Lucas and Luna break down why this objection often signals a value gap, not a price sensitivity. Using a real example from a $50 million enterprise deal at a cybersecurity firm, they explore how top reps reframe the conversation from cost to impact. They share a three-step framework to diagnose the real objection, build a business case with specific metrics, and use a 'consequence question' to shift the prospect's frame of reference. Along the way, they discuss the…
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