How Sales Reps Can Stop Killing Deals With Discounts

Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams · Jun 1, 2026 · 8m · transcript

Episode 24 of Sales Leadership with Fexingo gets into the psychology of discounting and why it so often backfires. Lucas and Luna break down the real cost of a 10 percent discount using a simple margin model, and discuss how top sales reps reframe value instead of dropping price. They look at a case from a SaaS company where the sales team trained on value-based selling reduced discount frequency by 40 percent without losing close rate. The hosts also share three specific phrases sales reps can use when a buyer asks for a lower price, and explain why anchoring on total cost of ownership beats…